Field Notes
Practical notes from the training room — the strategies, tactics and execution patterns we drill with enterprise sales teams. No theory that doesn't survive a live call.
Featured · Champion Enablement
Learn how champion enablement helps enterprise sales teams equip internal advocates, navigate stakeholders, handle objections, and keep deals moving forward.
Read the article →A five-signal diagnostic to tell a stalled B2B deal that is merely slow from one that is quietly over, with a scoring rubric and how to re-engage the deals worth saving.
In 40 to 60 percent of B2B deals the real competitor is "do nothing." Why the status quo wins on risk, not price, and how to build a cost-of-inaction case a CFO will act on.
The most important meeting in your deal happens without you. How to enable your champion: the seven questions they will face and a six-step preparation playbook.
The discovery questions top 1% sellers ask that others do not, with a standard-versus-elite comparison, seven elite questions, and a scorecard for your own calls.
What single-threaded deals really cost, with the math, why reps stay single-threaded, and the account map and specific asks that get you to a second and third contact.
Learn how champion enablement helps enterprise sales teams equip internal advocates, navigate stakeholders, handle objections, and keep deals moving forward.
Learn how effective email follow-up can replace “just checking in” messages with useful insights, clear next steps, and sales conversations that move forward.
Discover how to diagnose ghosted sales deals, uncover hidden objections, identify where opportunities stall, and re-engage prospects with relevant follow-up strategies.
Strong sales discovery, business value, and negotiation strategies can help teams protect pricing, strengthen buyer conviction, and navigate procurement.
Open LinkedIn on any given day and you'll find the same advice recycled in a dozen different posts: multithread your deals, get more contacts, don't rely on...
Ask most sales teams who they're losing to, and they'll name a competitor. A specific logo. A specific product. Maybe a rep who beat them on price or had a...
A discovery call can look successful on paper and still go nowhere. The difference is whether the conversation collects information or builds buyer conviction.
Every CRO knows the feeling. Q4 opens with a number that looks safe on a Monday and looks fictional by Thursday. Deals that were "definitely closing"...
Let's start with the number that should make every sales leader uncomfortable: 92%. .
A practical breakdown of the top providers corporate teams are evaluating in 2026 — what each does well, and what to look for before you sign a contract.
New reps take too long to ramp. Deals stall for reasons nobody can name. Product knowledge sits in a rep's head but never turns into a closed-won opportunity.
Enterprise software deals rarely fail because a rep didn't know the product. They fail because nobody in the room could earn access to the real decision-maker, translate features into a business case, or keep momentum alive across a 9-month procurement cycle.
Almost every sales training company claims to get results. Here’s a look at the providers with the strongest track records of proven, measurable outcomes, and what separates training that compounds from training that fades.
The smartest rep in the room can still lose the deal. The gap between knowing a product and knowing its value to a specific buyer is where winnable deals quietly go to die.