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Learn how to set realistic sales revenue goals for 2026 using data, team capacity, and strategy—without demoralizing your sales team.

Learn how deal win/loss reviews help sales teams study past deals, uncover insights, refine strategy, and improve future win rates.

Discover why hiring a sales consultant or fractional VP Sales can accelerate growth, reduce risk, and build a stronger sales foundation—like a great offensive coordinator.

A clear, sea-themed guide on why sales process discipline is essential for landing high-value B2B deals. Learn how structured stages, exit criteria, and strong qualification lead to better forecasts, stronger coaching, and consistent sales success.

In football, a clean handoff determines whether the play moves forward or potentially results in a fumble. The quarterback sets up the play, the running back carries the ball across the line. When timing, communication, and trust are off - even slightly - the whole drive can fall apart. Your business works the same way. The handoff between Sales  and Delivery  is one of the most critical moments in the customer journey. When the handoff is seamless, clients experience confide

Defined sales stages enable stronger coaching, higher win rates, and forecasting you can trust Walk into any successful manufacturing facility, whether it’s assembling electronics, machining parts, or packaging consumer goods, and you will notice something immediately: Everything flows through a defined, sequenced process. Inputs enter at one end, quality checks happen at key points, and finished products come out the other side. Every step has purpose, structure, and measura

In golf - and in sales - there is a huge difference between simply taking a swing and aiming with purpose . Too many companies blast out emails, book calls, and pitch prospects without a unified direction. It is the equivalent of stepping onto the tee box, swinging with eyes closed, and expecting your drive to land in the fairway. If you want consistent results, you need to know exactly where you are aiming . In sales, that target is your Ideal Customer Profile (ICP), the spe

If your sales results feel like a double encore of missed targets and/or inconsistent sales forecasting, you might be living out the business version of the Rolling Stones’ iconic line: “I can’t get no satisfaction.” And honestly… Mick Jagger was probably talking about a lack of a structured go-to-market strategy. (Probably.) Why a Sales Plan Matters 1. “You Can’t Always Get What You Want” Sure, you want more revenue, shorter sales cycles, and customers who sign proposals fas