Business
Sales Guru Aaron Ross Blames 'Anxiety Economy' for Short-Term Thinking
If your team keeps doing more of what isn't working, this conversation explains exactly why — and where the instinct comes from.
Adem Manderovic | Closed Circuit Selling™ (CCS)
Business
Founder Admits Staying Too Hands-Off Nearly Killed His Company
Stewart's confession — that he could feel something was wrong for years without knowing why — captures a founder's nightmare that no org chart or process document can prevent.
Business
Cold Calling Pick-Up Rates Collapsed From 50% to Under 3%
When someone attacks a prediction with unusual anger, it's worth asking whether they're arguing against the idea or against its consequences for their own livelihood.
Business
SDR/AE Split Model Called Structurally Broken From the Start
If the way most B2B companies hire and structure their sales teams was broken by design, not by execution, the fix looks nothing like what most leaders are trying.
Business
Firmable CEO's Simple Math for Scaling from $2M to $10M ARR
The gap between early traction and real scale haunts most startups — here's the arithmetic one founder actually used to close it.
Business
'Predictable Revenue' Book Severed Sales from Market Intelligence, Practitioners Argue
If your sales and marketing teams seem to be pulling in opposite directions, a single influential book from 2011 may be the reason why.
Business
Sales Industry's 'Dust Bowl' Moment: How Automation Eroded Core Selling Skills
If every cold email you send goes unanswered, this conversation explains exactly why — and who to blame.
Business
A 24-Year Sales Framework That Puts Market Intelligence Before the Pitch
If your company keeps losing customers just weeks after signing them, the problem likely started long before the contract — and this conversation explains exactly where.
Business
Sales Career Ladders Once Required Two Years in Customer Success First
The career path that built well-rounded revenue leaders has quietly vanished — and Manderevich argues that loss explains most of what's broken in B2B sales today.
Business
The Pre-2011 Sales Method That Outperformed the Entire SDR Industry
If your pipeline feels broken, it might be because someone in 2011 decided to specialise away the one thing that actually worked.
Business
Sales Commissions Should Flow From Banked Revenue, Not Booked Meetings
If your sales team gets paid before the customer pays you, this conversation will make you rethink your entire comp structure.
Business
How a 27-Page Bid Contract Became a Cartoon — and Won 8 in 10 Deals
The insight that nobody reads your proposal — and what to do instead — is the kind of obvious truth that takes years to act on.