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sales leadership

A collection of 4 posts

When the pipeline is full but nothing moves the problem is rarely the pipeline

sales leadership

When the pipeline is full but nothing moves the problem is rarely the pipeline

Most sales leaders panic when the pipeline looks weak. Fewer opportunities. Stalled deals. Stages that never change. Forecasts that collapse the moment you ask one hard question. But weak pipelines are not created by salespeople alone. They are created by the system around them. A pipeline is nothing more than

When the story is unclear the customer always feels it first

When the story is unclear the customer always feels it first

Most sales leaders worry when a rep struggles to tell the story. It shows up in weak meetings, shallow discovery and conversations that never really land. It is easy to blame the salesperson for this. It is harder to admit that the real issue often starts much earlier and much

When expectations are unclear nothing else in sales really works

When expectations are unclear nothing else in sales really works

Most sales problems look like skill gaps. People do not prospect enough. They chase the wrong accounts. They wait for input from others. They avoid real conversations. But when you look a little deeper you often find something far less exciting and far more uncomfortable. The expectations were never clear

Why salespeople fail and why sales leadership is often the real cause

Why salespeople fail and why sales leadership is often the real cause

Sales leadership is often presented as coaching, motivation and experience. In reality most performance problems come from the sales culture that leaders create. When you look Mike Weinbergs sixteen not so sweet reasons why salespeople fail, you see that these issues rarely appear because of individual weaknesses. They appear because