Congratulations. You've closed your Series A, scaled past the first few million in ARR, and hired a CEO or Sales Leader to take the reins. For the first time, you feel like you've moved past "survival" and are now playing the "scale" game. But for the founder sitting in board meetings, a new, silent anxiety sets in: Is this growth repeatable?

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

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.

“People buy from people they like.” That’s the line we've all heard since time immemorial. The line still echoed in sales training rooms, team huddles, and pipeline reviews, as if rapport is the reason deals move. But here’s the uncomfortable truth: Being liked isn’t enough. And if your team is confusing likability with influence, you’re not building pipeline, you’re building false confidence.

The Hidden Cost of Closing: Why Sales and Mental Health Must Be in the Same Conversation