An executive perspective on why early sales qualification often backfires, how MEDDIC is misapplied, and what GTM leaders can do to create value before qualifying buyers.

Why most efficiency efforts fail: CEOs optimize in silos. Learn how to build an internal diagnostic task force to see the full GTM system before rebuilding.

Stakeholder management explained through GTM strategy. Learn how aligning buyers, teams, and decision criteria accelerates deals, reduces friction, and drives predictable growth.

Not all ARR is equal. Discover why high-revenue customers can drain resources, and how top GTM teams reverse-engineer their book of business to redefine ICP, messaging, personas, and qualification for scalable growth.

Strategic guidance on AI role-play as a systems decision - not a training tool - highlighting risks, readiness criteria, and platform selection principles.

In most organizations, this problem is identified far too late . Teams sense that something isn’t working - but they look in the wrong direction. By the time leadership realizes the issue isn’t skills, it’s already expensive to fix. Headcount has been churned. Tools have been swapped. Processes have been “tightened.” And still, nothing moves. This article is meant to help TOFU teams identify overqualification early  - and remediate it before it calcifies into a systemic failu

Most Customer Success teams are expected to do something close to magic: Predict churn before it happens Prioritize the right accounts at the right time Catch silent risk signals early Prove value in a way that survives budgeting season Overcome internal politics that drive buying decisions in the wrong direction And yet… many teams are doing it with a patchwork of spreadsheets, notes, inbox threads, and “I think this account is fine.” Even teams with CS platforms often run i

Greetings Everyone ! Greetings everyone, Happy Holidays! For those who celebrate Christmas, I want to extend my warm wishes for a Merry Christmas - and for everyone, a happy, healthy New Year. Thank you for reading, replying, sharing, and keeping the conversation going this year - it means a lot. If you’re taking a few days to recharge, I hope you get real rest (the kind that actually resets you). And if you’re still in motion, I hope you get a calm week with fewer “urgent”

היי 🙋‍♂️ יש לי חדשות מרגשות לשתף אתכם: במהלך החודשים האחרונים עבדתי על קורס אונליין חדש, והיום אני יכול סוף סוף לומר – הקורס כבר באוויר, ושישה פרקים ראשונים זמינים לצפייה ביוטיוב - חינם ללא צורך בהרשמה: https://www.youtube.com/@projectmoneyball פרקים נוספים מתבשלים כרגע ויעלו בקרוב. הקורס הוקלט כולו בסלוניקי, יוון  – והעיר המדהימה הזו לגמרי נכנסת לפריימים 😊 לאורך השיעורים תוכלו להציץ קצת בנוף, באווירה, בבתי הקפה ובאנרגיה המיוחדת שהייתה חלק גדול מההשראה לתוכן. הקורס נבנה על

Every great pilot has a co-pilot. The same is true in GTM: Modern selling is a high-pressure cockpit. Playbooks evolve constantly. Messaging changes. Competitors reposition. Buyers show up better informed - and less patient for poorly educated reps. New reps join, veterans need to adapt, and everyone is expected to stay sharp. This is exactly why Enablement must act as your team’s co-pilot. Who Needs a Co-Pilot? Short answer: everyone in GTM. New hires  need a co-pilot to fla

Corporate events are full of noise - slides, booths, pitches, promises. But the real breakthroughs don’t happen on the expo floor. They happen after , when leaders slow down to reflect and rethink. That’s why a book is such a powerful strategic gift. A book doesn’t interrupt. It invites . It reframes challenges, sparks new thinking, and plants ideas that keep working long after the event ends. This year, Second Nature , the leading AI role-play platform, chose to treat their

(And how Enablement can turn these issues into strategic advantages) Every GTM organization produces signals. Some are loud - missed quota, churn, falling win rates. But the most dangerous ones are the subtle early indicators  that your revenue system is fundamentally misaligned. These issues slow you down quietly… until the cost becomes impossible to ignore. And here’s the truth: If Enablement doesn’t identify and address these issues early, they compound into bigger problem

Here's why Consumption Metrics kill productivity and why L&D Must Evolve For years, L&D practitioners and enablement pros were measured by how much content they produced : modules, decks, playbooks, videos, certifications, learning paths, completion rates. But in GTM organizations where every minute must translate into pipeline, revenue, retention, or customer value , traditional training formats no longer make sense. Not because learning isn’t important.  But because the wa

The last 18 months have reshaped the expectations placed on every business unit, including L&D and Enablement. Boards and executive teams have made one thing extremely clear: The organization has zero tolerance for inefficiencies. Every function must prove its contribution to revenue, productivity, or cost reduction or it will be restructured or replaced. In this environment, relying on consumption metrics like course completion rates, learning hours,  or video views  is no l

(A.K.A. How to Turn the “Voice of the Customer” Into Your Competitive Advantage) Most organizations face the same invisible wall — a...

The Project Moneyball YouTube channel is more than just conversations - it’s a window into the minds of entrepreneurs, GTM leaders, CEOs,...

Project Moneyball Sales training & workshops Too many reps confuse qualification  with discovery . They walk into a first meeting with a...

Sales organizations often rely on lagging indicators like win rates or total revenue to evaluate performance. The problem? By the time...

The Missed Opportunity in Most Sales Organizations Too often, sales enablement is treated as a support function - the team that builds...

Should you hire a sales trainer or fix the system first? A practical GTM perspective on why internal diagnosis beats generic sales training.