We had a client with genuinely disruptive software for banks and credit unions. Not "innovative" in the marketing sense where everything claims to be groundbreaking. Actually.

Here's a pattern we've watched repeat across hundreds of B2B organizations: A company promotes its top seller to sales manager. That new manager does what they're good at:.

You've been handed a high-stakes decision: find sales training that actually works. But when you start looking, every vendor sounds identical. They all promise "transformational.

A seller finishes a 45-minute product demo. The presentation was flawless. Every feature explained, every question answered, every slide polished. The prospect says "interesting".

The explosion of AI platforms has created a dangerous temptation for sales organizations. Sales leaders are asking (or are being asked by executives): "Can we just add AI tools.

Headlines about inflation spikes, new tariffs, and supply chain instability make it easy to panic. When budgets tighten and decision-making slows, the reflex in many sales.

Prospecting hasn't stopped working. The way most teams execute it has. Buyers move fast, information is abundant, and attention is scarce. The teams that reliably create first.

Most sales kickoffs (SKOs) follow a familiar script: an inspiring few days, a great keynote, maybe a team-building exercise, and a flurry of new ideas that fade by the time.

Who really owns cross-sell/upsell opportunities? Everyone recognizes potential in their portfolio of existing clients, but most often expansion opportunities remain a distant.