Does Your Sales Methodology Support the Way Your Buyers Want to Buy?
Introduction Ask B2B buyers who they trust least during a purchase, and the answer isn’t flattering. In TrustRadius’s 2025 buyer research, sales reps came in dead last. Buyers trusted a product demo more. They trusted their own gut more. They trusted reviews written by total strangers more than the person whose job is to guide […]
Continue readingThe Francine Files: How an Average Seller Achieved B2B Sales Mastery
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 […]
Continue readingAI is Exposing What Separates Top B2B Salespeople from Everyone Else
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 […]
Continue readingIt’s Not Just a Sales Problem: How the Building Blocks Architecture Scales Across the Commercial System
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 […]
Continue readingInsight-Based Selling: How to Create Aha Moments That Influence How Buyers Think
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 […]
Continue readingHow Buyer Acumen Cascades to Support Sales Enablement
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 […]
Continue readingWhy Your Sales Managers Are Disengaging and What to Do About It
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 […]
Continue readingYour Sales Methodology Execution Gap Is Costing You Millions!
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 […]
Continue readingDrive Sales Growth with Revenue Acceleration Sprints
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 […]
Continue readingConnecting Dots to Build a High-Performing Sales Culture
Introduction This piece is a little different from what I usually publish. I’ve been thinking a lot about the connections that create high-performing workplaces and world-class sales teams—and I’m concerned we’re not seeing enough environments where people can truly thrive. Over the years, I’ve learned that performance isn’t just about talent. It’s about how behavior, […]
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