Sales methodology, CRM thinking,and notes from building superglass.
LatestMethodology · Sales leadershipMEDDIC can diagnose your deal. It can't cure it.MEDDIC tells you whether a deal is worth pursuing. It doesn't tell you how to run it. · 2 min readRead the postCoaching · Sales leadershipSales coaching, not data archaeologyManagers spend their 1-on-1s reconstructing deals instead of coaching them. Here's why that keeps happening, and how to get the time back. · 5 min readMethodology · Sales leadershipWhy your sales methodology is collecting dustMost sales teams have a methodology. Almost none of them use it consistently. Here's why, and what to do about it. · 4 min readMethodology · Sales leadershipWe are building superglassHere's the gap we keep seeing from two different sides of the table — and why we think closing it means merging the methodology into the work, not layering it on top. · 4 min read