Practical insights from reviewing thousands of B2B sales calls. No fluff, just what actually works.
Most B2B sales teams think they coach. They don’t. What real coaching looks like, why most get it wrong, and what changes when you do it right.
We spent $1.1M training 250 reps. A year later the ROI was near zero. Why B2B sales training fails without reinforcement, and what to do instead.
A practical playbook for VP Sales and CROs. What to listen for on call reviews, how to run a coaching 1:1 reps actually want, and the framework 80% of reps skip.
Your hairdresser is certified. Your personal trainer is certified. Your sales reps wing it. Here's why every company needs a discovery and demo certification program.
Less than 1% of recorded sales calls get reviewed. Here’s the 15-min/week sales coaching fix that moves B2B win rates 3-8%.
Sales training teaches the method. Sales coaching makes it stick. Here’s why you need both, what happens when you skip one, and how to build a system that actually changes behaviour on calls.
10 best practices for sales call coaching, framed as the traps that keep good sales leaders from becoming great coaches. Weekly rhythm, accountability loop, and the compounding math that separates coaching from advice.
Demo call coaching is the highest-leverage place to spend coaching time on a B2B sales team. Here are the 7 patterns I see on almost every demo I review and how to fix them.
The six most common patterns showing up on B2B discovery and demo calls right now. These aren’t talent gaps. They’re habit gaps. Here’s what sales call coaching reveals.
Stop feature dumping. After reviewing thousands of SaaS sales calls, here are the frameworks top reps actually use to run demos that close.
The majority of discovery calls are lost before the first question is asked. Not because the rep asked the wrong thing, but because they showed up underprepared. Here's the checklist top reps actually use.
After reviewing thousands of sales calls across 60+ SaaS companies, I can tell you exactly where discovery breaks down and how to fix it.