Your Buyer Already Knows the Answer. Now What?
Your buyer has AI now. Not in some futuristic sense. Right now, your prospect uses AI tools to research your product, compare you with competitors, and score your solution against their requirements before your SDR even picks up the phone. The buyer who used to show up to discovery with a vague sense of their […]
The Public Sector Sales Hiring Blueprint: Four Roles Your Next Hire Must Play
If you are hiring a salesperson to sell into government, stop looking for a closer. Start looking for someone who can survive 18 months of procurement, navigate a buying committee they will never fully see, and care more about the agency’s mandate than their own quota. Traditional corporate sales training does not produce this person. […]
AI Took Away Every Excuse for Not Coaching. Now What?
Salesforce published its 2026 State of Sales report. One stat hit me harder than the rest: 75% of sales reps say they are more likely to hit their targets with a coach or mentor. Three out of four. That is not soft data. Reps are telling us coaching is the single biggest lever they have. […]
The Internal Consultant: Why Enablement Leaders Need to Think Like McKinsey
In March 2026, New York City Mayor Zohran Mamdani canceled a $9 million McKinsey contract at the Department of Social Services. It was one piece of a $1.77 billion plan to cut outside consulting across city agencies, and the logic behind it was sound. Stop paying outsiders to do what your own people should be […]