Insights.

I asked a rep recently how he planned to open his first meeting with a new prospect.

The president of a large industrial company called me a while back. His sales team was underperforming. He’d been sitting with the numbers, turning the problem over, and he’d landed on a theory.

A company called me a few months ago. They wanted me to come in and do a sales kickoff. Two days, the whole team, big energy to start the year.

Your rep is on a discovery call.The prospect is talking about their challenges. They seem engaged. They’re asking good questions about your solution.

You spent $5,000 on marketing last month. Generated 50 leads. Not bad.

I was in a pipeline review two weeks ago with a president of a manufacturing company.

I was working with a B2B company last week. About $40 million in revenue. Strong market position. Good products.

You’re not bad at hiring salespeople because you lack experience. You’re bad at hiring salespeople because you’re optimizing for the wrong things.

Most CEOs think they need more leads. They don’t.