What's Broken
Why ‘Always Be Closing’ Is Killing Your Pipeline
"The sales profession took a cautionary tale about toxic manipulation and turned it into a motivational poster."
18 Articles
What's Broken
The Pipeline Fiction We All Pretend Is Real
"Your pipeline doesn't measure buyer intent. It measures seller activity. And we've been confusing the two for decades."
What's Broken
Why Your Demo Is Killing Your Deal
"The moment you start your demo, you've stopped selling. You've become a performer hoping for applause instead of a diagnostician…
What's Broken
Why Activity Metrics Are Destroying Your Sales Team (A Rant)
"We've built an entire industry around measuring the things that are easiest to count instead of the things that actually…
What's Broken
Why Do Buyers Say Yes and Then Disappear?
"They said yes. They sounded excited. And then... nothing. What the hell happened?"
What's Broken
I’ve Made 53,000 Cold Calls. Here’s What I Learned.
"I learned how to push harder than anyone. What I didn't learn was that pushing was the problem."
What's Broken
Your Sales Methodology Is Older Than You Think
"Every single one of these methodologies was designed for a world where the seller controlled information. That world doesn't exist…
What's Broken
Every Sales Methodology Says the Same Thing. Why?
"SPIN. Challenger. Sandler. MEDDIC. Different names, different frameworks, same DNA. What if they're all built on the same flawed assumption?"