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.