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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.
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
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
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.
If your pipeline feels broken, it might be because someone in 2011 decided to specialise away the one thing that actually worked.