Scratching my head at these and similar statements, I wonder, “If you are doing everything right, then it should be working! That’s how designing and executing your GTM/selling strategies work! If it isn’t producing the desired outcome, then there is something flawed in the design or in what you are doing!”

One thing many get wrong is that they don’t do the work to master B2B sales. Instead of prioritizing the improvement of our craft, most go about their business without improving over time. At the time of this writing, win rates are abysmal, and it is the same for quota attainment. There are a number of reasons why sales organizations fail to improve their sales results.

During the Holidays, together with family, often the conversation goes back to old memories. In one of these conversations, my Mom and Sister ganged up on me. They reminded me of the struggles my Dad and I had with my misbehavior.