Deals aren't lost because of pricing. Or features. They die because of questions... ...the questions your team isn't asking. They're not asking: • Early enough • Clearly enough • Directly enough 🟥🟥🟥 "Duh, Zito. That's Sales 101." Right. I don't care. Most still don't do it well. I'll take you back to basics if I have to. 🟨🟨🟨 So, then... the deals that can make/break this quarter... ...what questions do you need to ask right now? ...what do you need to ask more clearl

SLIPPAGE: Committed deals that don't close. 🟥🟥🟥🟥🟥 If it's more than 15%? Your team's problem isn't closing deals. The problem is qualifying deals. ______________ Slip past close date more than once? → Close rate drops by 67% Time kills all deals. 🟨🟨🟨🟨🟨 There are 5 questions every sales manager should ask any rep for any deal committed to be closed this quarter. Do your sales managers know what they are? Do your sales reps? Do you? 🟩🟩🟩🟩🟩 If you’re a #CEO 𝗼𝗿 #C

7 Challenges with the Challenger Sale (and a sound alternative) 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 The Challenger Sale sounds compelling. I get why people want it.. → 𝗧𝗵𝗲𝘆 𝘄𝗮𝗻𝘁 𝘁𝗵𝗼𝘂𝗴𝗵𝘁 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 → 𝗧𝗵𝗲𝘆 𝗱𝗼𝗻’𝘁 𝘄𝗮𝗻𝘁 𝗼𝗿𝗱𝗲𝗿 𝘁𝗮𝗸𝗲𝗿𝘀 → 𝗧𝗵𝗲𝘆 𝘄𝗮𝗻𝘁 𝗿𝗲𝗽𝘀 𝘄𝗶𝘁𝗵 𝘀𝘁𝗿𝗼𝗻𝗴 𝗰𝗼𝗻𝘃𝗶𝗰𝘁𝗶𝗼𝗻 → 𝗧𝗵𝗲𝘆 𝗱𝗼𝗻’𝘁 𝘄𝗮𝗻𝘁 𝗵𝗶𝗱𝗶𝗻𝗴 𝗯𝗲𝗵𝗶𝗻𝗱 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 ❌ Yet, in the wild: it rarely sticks ❌ H͟E͟R͟E͟'͟S͟ ͟W͟H͟A

Sales training doesn’t change behavior. Live deals do. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Most enablement is: • Conceptual • Hypothetical • Forgettable Reps nod. Nothing changes. Revenue stays flat. 🟨🟨🟨 THE SHIFT 🟨🟨🟨 Behavior only changes when: ✅ Real deals are reviewed ✅ Real money is at risk ✅ Feedback is immediate The deal becomes the classroom. Training becomes unavoidable. Skills + Revenue improve. 🟩🟩🟩 ACTION 🟩🟩🟩 If you’re a #CEO or #CRO who needs to see chang

Outsourced Candor. I stole the term from my friend at Google. It's not a failure. It's a bridge. A powerful tool. [3 min video] 0:00 - The stakes of & problem with sales feedback 0:30 - 3 reasons sales mgmt fails at feedback 1:30 - The case for Outsourced Candor 2:10 - The outcome 2:25 - The Rev(X) Win Rooms 🟩🟩🟩 ACTION 🟩🟩🟩 If you're a #CEO or #CRO who wants to improve both 𝘀𝗮𝗹𝗲𝘀 𝗿𝗲𝗽𝘀 𝗔𝗡𝗗 𝘀𝗮𝗹𝗲𝘀 𝗺𝗴𝗺𝘁 while directly critiquing • 𝗣𝗶𝘁𝗰𝗵 𝗱𝗲𝗰𝗸𝘀 /

Going into 2026…does everyone in your GTM know 𝘸𝘩𝘦𝘳𝘦 revenue comes from? 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Most revenue plans are vague. But you have an entire GTM team trying to win gold by year-end and they're not clear on what plays are each own and why. How much comes from 𝘄𝗵𝗲𝗿𝗲? What must happen in each. each quarter? So teams default to noise: Sales chases everything. New and existing business CS is told “just retain.” Product ships and prays. Pricing is untouched.

Here's what good GTM Strategy looks like. How does your GTM Strategy measure up? [3 MIN VIDEO] 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Most organizations do not have a GTM strategy that is grounded in... → How buyers buy → How $'s transact → Category dynamics → Specific opportunities → Notable risk mitigation → Pragmatic actionability That's if a GTM strategy exists at all. Usually it doesn't exist, or it's just buzzword soup. 🟨🟨🟨 WHY IT MATTERS 🟨🟨🟨 GTM Strategy informs your investme

If you can't answer this question, stop everything. [2 min video] 🟥 QUESTION 🟥 That $750K sales training you want to bring in? That massive collateral refresh? That impressive AI tool? How will it... → Increase your weighted pipeline? → Sharpen forecast accuracy? → Improve conversion rates? → Shorten sales cycles? There's a good chance the root reason you're losing deals isn't because you don't run a Challenger Sale or have better sales collateral or the impressive AI tool.

"ROI is a 'maybe'. COI is a fact." This 2 min video... ... expands this quote from one of my fave peers in the revenue consulting space. 🟥🟥🟥 THE MISS 🟥🟥🟥 Prospects think not buying is safe and cheaper. It's not. It's expensive. They just can't see it because the cost is invisible. 🟨🟨🟨 WHAT TO DO 🟨🟨🟨 0:00 The root problem 0:25 Why ROI isn't compelling 0:40 Three steps to take in solving this 1:15 How you make buying the cheaper option 1:45 Rev(X) 4 step process

𝗯𝗲𝘁 𝘆𝗼𝘂'𝘃𝗲 𝗻𝗲𝘃𝗲𝗿 𝘀𝗲𝗲𝗻 𝘁𝗵𝗶𝘀 𝗸𝗶𝗻𝗱 𝗼𝗳 𝗵𝘂𝘀𝘁𝗹𝗲. (Or a time-traveling deal) [2 Min Video] (Yes...I make a 'Back to the Future' reference) 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Most sales teams allow excuses to push back close dates on important deals. → “Legal's working on it” → “The prospect is traveling” → “There's nothing else we can do." It's deadly at the end of a quarter. 🟨🟨🟨 THE 🟨🟨🟨 This CRO’s team? They just made an amazing power-move. And t

Greatest Q4 Sales Turnaround Ever [3 Min Video] 🟥🟥🟥 THE GAP 🟥🟥🟥 Q3 punched a multi-million-dollar hole in this client’s Q4 revenue plan. No warning. No back-up. Most execs would panic. We built the comeback. (in under an hour) 🟨🟨🟨 THE PLAN 🟨🟨🟨 B2C companies are great at Steps 2 and 3 below But often B2B players aren't. (Don't make the same mistake) 0:00 The problem 0:21 Step #1 0:35 Step #2 0:55 Step #3 1:19 Step #4 1:31 Step #5 1:46 Step #6 2:06 Step #7 2:30 How

The average CRO lasts less than 2 years. It's not a "bad fit" problem. It’s not a talent problem. It’s a design failure. 🟥🟥🟥 THE BREAKDOWN 🟥🟥🟥 Companies burn through hiring new CROs to 'fix sales' or 'drive growth' But here’s what really happens: ❌ The CEO expects quick wins despite having quarters or years of a mess to clean up ❌ The CRO expects playbooks proven previously will work just as well in the new environment ❌ No one has a structured approach to systema

70%+ of B2B sales teams are missing quota. So, ANNOUNCEMENT! Macy Tanking and I are partnering to fix this. [𝗧𝗔𝗞𝗘 𝟯 𝗠𝗜𝗡 𝗧𝗢...

Want to close more deals? At deal sizes higher than usual? Take just ~5 min with this video. Chapters below. I bet your sales reps...

It’s crazy how often CROs can’t answer these these basics… 🟥🟥🟥 THE BASICS 🟥🟥🟥 1️⃣ What’s the math to success? How many [X product]...

Looking at a new client: the sales rep *crushing* quota, carrying the team - what are they doing? 🟥🟥🟥 WHAT THEY’RE NOT 🟥🟥🟥 They’re...

𝗦𝗮𝗹𝗲𝘀 𝘁𝗿𝗮𝗶𝗻𝗶𝗻𝗴 𝗱𝗼𝗲𝘀𝗻’𝘁 𝗰𝗵𝗮𝗻𝗴𝗲 𝘀𝗮𝗹𝗲𝘀 𝗯𝗲𝗵𝗮𝘃𝗶𝗼𝗿. 𝗔 𝗟𝗜𝗩𝗘 𝗗𝗘𝗔𝗟 𝗗𝗢𝗘𝗦. 🟥🟥🟥 THE PROBLEM...

𝗠𝗼𝗻𝗱𝗮𝘆 𝗶𝘀 𝘁𝗵𝗲 𝗱𝗮𝘆 𝘆𝗼𝘂𝗿 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗼𝗿𝗴 𝗺𝗮𝗻𝘂𝗳𝗮𝗰𝘁𝘂𝗿𝗲𝘀 𝗺𝗼𝗺𝗲𝗻𝘁𝘂𝗺. How many are doing so? 🟨🟨🟨...

𝗛𝟮 𝘀𝘁𝗮𝗿𝘁𝘀 𝘁𝗼𝗱𝗮𝘆. 𝗦𝗼𝗺𝗲𝘁𝗵𝗶𝗻𝗴 𝗵𝗮𝘀 𝘁𝗼 𝗰𝗵𝗮𝗻𝗴𝗲. 🟥🟥🟥 ? MISSED H1 ? 🟥🟥🟥 If you missed H1 goals then it's...

This chart is why sales training rarely turns into improved sales outcomes [2 min video]. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 You spend $100K+ on...