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.
B2B Sales
Sales Strategy
Pandemic Rewired Sales Fundamentals While Introducing a New Kind of Burnout
The core mechanics of selling — relationships, contact, trust — did not change when the pandemic hit, but everything surrounding them did. Sellers and sales leaders worldwide began reporting a distinct strain of exhaustion driven by back-to-back video calls, a fatigue that differed qualitatively fro
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.
Sales Strategy
'The JOLT Effect' Reframes Sales Success Around Fear of Failure, Not Fear of Missing Out
The sales book most worth reading right now, according to Carson Heady, is 'The JOLT Effect' by Matt Dixon and Ted McKenna — and its central argument upends a long-standing assumption. Customers don't stall on decisions because they fear missing an opportunity; they stall because they fear making a
Sales Strategy
Signal-Based Networking Separates Top Sales Performers From the Noise
The reality is that a CEO or COO receives dozens of near-identical outreach messages daily, which means generic networking is indistinguishable from spam. Heady argues that tools like LinkedIn Sales Navigator, company annual reports, industry trade publications, and targeted email alerts generate th
Business
Sales Trainer Mike Weinberg's 'Power Statement' Puts Customer Problems First
If your sales pitch leads with your company's history or awards, you may be making the one mistake that guarantees a prospect stops listening. Weinberg's simple reframe shows exactly what to say instead.
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 Consultant Identifies Five Structural Reasons Sales Teams Fail to Win New Business
If your sales team is working hard but not growing revenue, the problem may be the system around them — not the people in it.
Business
Sales Managers' Retreat Into CRM Screens Is Producing a Generation of Amateur Sellers
If your sales team keeps getting commoditized or losing deals to competitors with seemingly inferior products, the real problem may be a mentorship vacuum no software tool can fix.
Business
Marketing's Sacred Funnel Is a Measurement Tool Misused as a Strategy, Atlassian Marketer Argues
If you've ever sat through a sales call explaining a problem you already understood, you've lived the failure this argument describes.
Business
Sales Consultant Cuts 16-Month Deal Cycle to Three Weeks With One Rewrite
If your best pitch still loses deals, the problem may not be your product — it may be that your proposal talks about you instead of them.