Month: January 2024

Sales Is Broken Part 2: Buyers Don’t Want to Talk With Sales Reps

Sales Is Broken Part 2: Buyers Don’t Want to Talk With Sales Reps

As I mentioned in Sales Is Broken Part 1, traditional B2B sales is broken. Most sales reps didn’t hit their quota in 2023 and sales leaders were uniformly thrashed for failing to hit their targets. Many companies pointed to the general market conditions in 2023 or...

B2B Sales Is Broken Part 1: Deals Are More Complex & We Must Adapt

B2B Sales Is Broken Part 1: Deals Are More Complex & We Must Adapt

TLDR: Traditional B2B sales is broken. Deal dynamics today are exponentially more complex and sales reps have less influence and control over the sales process today than they did ten years ago. Operationalizing a high-performing co-sell motion with your partners is...

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