What's Broken
The Volume Model Is Broken: What Predictable Revenue Got Wrong
"Response rates have dropped 41% since 2019. SDR turnover runs 39% annually. 83% of SDRs miss quota. At what point do we admit the model itself is the problem?"
69 Articles
What's Broken
Why 84% of Sales Reps Miss Quota (It’s Not What You Think)
"When 57% of an entire profession fails to meet expectations, the problem isn't the people. It's the playbook."
The Inversion
Two Years Ago I Started Organizing Thirty Years of Sales Notes. Today They’re Yours.
"Thirty years of observations. Patterns I couldn't unsee. Two years of organizing it all into something that made sense. Today,…
The Inversion
The Architect’s Curse: When Proven Performers Stop Performing
I've crushed it before. Multiple times. The question isn't whether I can perform - it's whether I can perform inside…
The Physics
Loss Aversion: Why ‘What You’ll Gain’ Doesn’t Work
"Losses loom larger than gains. A $100 loss hurts roughly 2.5 times more than a $100 gain feels good. This…
What's Broken
Why Buyers Ghost You After “Great” Calls
"When you 'overcome' an objection, you've won a battle but potentially lost the war. The concern doesn't disappear - it…
What's Broken
Cold Email Reply Rates Have Collapsed to 5.8%. Here’s What the Data Shows.
"In any other department - manufacturing, logistics, engineering - a 94% waste rate would shut down the operation. In sales,…
What's Broken
The Challenger Sale Isn’t Working Anymore. Here’s Why.
"When you tell someone their problem is serious, they can disagree. When they tell themselves - through answering your questions…
What's Broken
Is SPIN Selling Dead? What Still Works (And What Doesn’t)
"SPIN was revolutionary in 1988 because it taught salespeople to ask questions instead of pitch features. By 2025, buyers have…
What's Broken
Your Sales Playbook Was Built in 1988. The Buyer Has Moved On.
"You're running a 1950s qualification framework through a 1988 questioning model using 2011 volume tactics - and wondering why you're…