“It depends.”

A phrase we should hear more often from advisors, consultants, and colleagues.

There’s no universal fix for every business problem. If someone claims there is, they don’t understand how business actually works.

Should you adopt MEDDICC? It depends.

Should account managers sell back...

Most teams skip one of the most valuable habits in sales: the post-deal debrief.

Not just for losses — for every deal.

Ask:

• Why did we win?
• Why did we negotiate?
• Why did it take so long to close?
• Why did we lose?

When you deconstruct deals, you:

• Raise win rates
• Speed up cycles
• Level
...

Scaling sales teams often make the same mistake:
They try to manage behavior instead of building a system.

Endless one-on-ones, activity policing, skills oversight—it all piles up. Leaders get overwhelmed. Reps feel micromanaged. And performance stalls.

The fix isn’t tighter management. It’s a sys...