There’s a peculiar irony in modern business. We’ve built entire temples to data, appointed high priests called Chief Data Officers, and sacrificed countless hours at the altar of analytics. Yet somehow, when the moment arrives to make an actual decision, we’re still squinting into the fog, unsure which way to turn. The problem isn’t that […]
5 Signs Your Business is Drowning in Data but Starving for Insights Read More »
Your CEO is not stupid. This seems like an obvious place to start, but you’d be surprised how many data presentations begin from the opposite assumption. The spreadsheet speaks for itself, we think. The charts are clear. The insights are obvious. Then we watch their eyes glaze over somewhere between slide three and the third
How to Talk to Your CEO About Data (Without Putting Them to Sleep) Read More »
Nobody wants to hear this after losing a deal, but sometimes the reason you lost has nothing to do with your product, your pricing, or your presentation. Sometimes you lost because the buyer just didn’t like you. Not your company. Not your offering. You. This is the sales equivalent of being told you have something
The “Asshole” Factor: When You Lose Because the Buyer Simply Didn’t Like You Read More »
Every sales organization has its own set of comfortable lies. These are the assumptions that live in the space between what everyone knows and what nobody says out loud. They survive in quarterly reviews, strategic planning sessions, and coaching conversations because questioning them feels dangerous. After all, if you’ve built an entire go to market
3 Critical Questions Your Sales Team is Too Afraid to Ask Read More »
Every executive team lives inside a story. They tell themselves this story at meetings, in quarterly reviews, during board presentations. The story explains why customers choose them, why prospects walk away, why the market behaves as it does. The story is usually coherent, sometimes inspiring, and almost always incomplete. Win-loss analytics is the practice of
Win-Loss Analytics: The Ultimate Truth Serum for Your Executive Team Read More »