New data reveals 40-60% of B2B deals end in "No Decision." Learn how to fix your sales discovery process and defeat status quo bias.

Sales training is not just about improving individual skills; it’s about building a repeatable and scalable sales process. This is especially important for founders who want to create a business that can operate independently of their direct involvement.

B2B sales are complex. Unlike consumer sales, they often involve longer sales cycles, multiple decision-makers, and higher stakes. This complexity means that sales teams must be equipped with advanced skills and strategies to navigate the process successfully.

"The Hero Rep Paradox" - The Lie That Costs Millions You celebrate them. They are your sales rock stars . But here is the uncomfortable truth for any B2B tech founder preparing for an exit: your reliance on these hero reps is a structural risk that is costing you millions in valuation.

Complex deals need more than one hero. When your AE, SE, RevOps and CS team up with your buyer’s technical and commercial owners, discovery goes deeper, risks surface earlier and approvals move faster.

Most B2B sales teams think they’re doing discovery. But in reality, they’re just ticking boxes.

Most founders think buyers only care about revenue and profit.

Buyers don't want a friend. They want a solution. And the only way you get to the truth, the real, painful problem, is by earning their trust. Fast.

Too many sales teams invest in CRMs, pitch decks, and automation, yet skip the one thing that changes everything: how you frame the conversation.

If your pipeline is full but your revenue isn’t, here’s why your current strategy might be broken and what to do instead.

Not every internal supporter is a real champion. The wrong person can stall your deal — no matter how enthusiastic they sound.

Your CRM shows you numbers. But it doesn’t show you why you’re missing your target.

Gap to close this quarter = ______ 3 failing conversion points = ______ Coaching cadence (weekly) set? Yes/No 30/60/90 reinforcement...

Many assume you need to be an extrovert to excel in sales. Yet the best “quiet closers” are methodical, self-aware, and leverage systems...

Most deals don't die with a “no.” Most just vanish into thin air. You thought you had a champion. They helped you understand and navigate the business. The demo went well. Their problem was clear. But then momentum faded, emails went unanswered, and the deal slipped into silence.

Most B2B sales teams are using outdated, oversimplified qualification frameworks that miss what actually matters.

Ten years ago, I lost the same deal. Twice. Just think about that for a minute. How many seasoned sales leaders can say they lost the same deal twice?

Buyers are already making informed decisions before you or your sellers even engage with them. This means trust, credibility, and relevance must be built through your outreach and "informing" activity. However, AI generated content will kill that trust and credibility instantly. Your B2B sales content screams AI and your buyers know it.

The Cost of Poor Sales Execution