Today, I want to dig into the transformation of the modern B2B seller. We talk a lot about things like process, methodology, content, tools, and technology, especially the rise of AI, but at the end of the day, B2B sales is still a human-to-human endeavor. The problem is, most humans are doing it wrong. This […]
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Ray Delgado had run the manufacturing plant at Nuvanta AirTech for six years. For two of those, he’d been improving it one station at a time. He got results, too. Several stations ran measurably faster than they had. Utilization looked good. Scrap was down. Every number Ray could point to on a station-by-station basis had […]
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Introduction I’ve been writing and speaking about what separates top sales performers from everyone else for more than two decades. The short answer has always been the same: it’s the Human Differentiators—the capabilities that require genuine human presence, judgment, and connection that AI struggles to replicate, even as its capabilities advance. Great salespeople are other-centric […]
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Introduction When revenue targets are missed, the postmortem tends to follow a familiar script. The pipeline was light. The close rate slipped. Deals pushed. Sales didn’t execute. The prescribed remedy varies, but it usually involves some combination of more training, a new methodology, tighter inspection, some version of the “Harder, Faster, Longer, Louder” school of […]
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A young executive was leaving the office late one evening when he found the CEO standing in front of a shredder with a piece of paper in his hand. “Listen,” the CEO said, “this is a very sensitive and important document, and my assistant has gone for the night. Can you make this thing work […]
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Would you build a house on a foundation of mud and straw? Of course not. Yet that’s precisely what many organizations do when they shortchange Buyer Acumen—the deep, intentional understanding of your buyers that buyer-centric selling depends on—and proceed directly to building out their sales enablement programs, content libraries, training curricula, and messaging frameworks. The […]
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In today’s post, we’ll explore why most sales managers still struggle to deliver consistent, effective coaching that actually moves the needle on performance and why a complete coaching system is the missing piece that turns good intentions into repeatable results. Introduction If you lead a sales team or support one, you’ve likely seen this story […]
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The Data Is Worse Than the Headlines Suggest Gallup’s 2026 State of the Global Workplace report landed last week, and the numbers should alarm every sales leader. Why? Because global manager engagement has collapsed from 31% in 2022 to 22% in 2025—a nine-point drop in three years, with the steepest single-year fall between 2024 and […]
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In this post, I’ll explore one of the most consequential (and most ignored) business problems hiding in plain sight inside middle-market companies: the staggering performance gap that opens up when your sales team operates without a formal, buyer-aligned sales process and a cohesive sales methodology that sellers actually adopt and managers actually coach to. We’re […]
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Sales teams are working harder than ever, yet many aren’t improving. Activity doesn’t equal effectiveness—or growth. That’s why I created the CoNavigator Revenue Acceleration Sprints: focused, high-impact solutions that address your most critical revenue constraints. Pipeline Creation: Setting more & better quality appointments Opportunity Conversion: Improving opportunity win rates Account Expansion: Growing accounts strategically The […]
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