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.

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

Why L&D teams keep falling into the content-creation trap - and how this obsession quietly limits real GTM impact, adoption, and performance change.

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