A price should never travel alone. A $300K deal we had in a Win Room this week: ↳ The buyer said it plainly: ↳ “All we care about is ROI.” Yet the price was about to go out... ... by itself. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Send a price by itself and it becomes the biggest number in the room. → $250K, alone on a page, reads as pure cost. 🟨🟨🟨 NEW RULES 🟨🟨🟨 Two moves 1️⃣ The price never goes out without a value number at least sitting next to it. 10x bigger (minimally) $300K

That crippling forecast miss? It may not be because your reps can't sell (or predict what they're going to sell)... It could have been missed because telling the truth is against the rules. ⬜⬜⬜ REAL SCENARIO ⬜⬜⬜ On of my enterprise software clients $2M slipped out of commit during the last week of the quarter. ↳ The post-mortem showed it wasn't about skill. A sales leader said it flat: “𝗡𝗼𝗯𝗼𝗱𝘆 𝘄𝗮𝘀 𝗮𝗯𝗹𝗲 𝘁𝗼 𝘀𝗽𝗲𝗮𝗸 𝗮𝗰𝗰𝘂𝗿𝗮𝘁𝗲𝗹𝘆 𝗮𝗯𝗼𝘂𝘁 𝘄𝗵𝗮𝘁

You're losing revenue because you're selling lower than you can/should. What I mean is... ...covered in this ~5 min video. ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - What I mean by 'selling too low' 0:25 - An illustrative real-world deal 0:55 - The REAL story 1:35 - How it ties to pricing 2:05 - How it ties to close date 2:30 - The lesson is... 2:50 - If you object, based on your product 3:40 - The impact + a key question 4:00 - How we address this 🟩🟩🟩 ACTION 🟩🟩🟩 If you're a #CEO or #CRO

7 common sales errors your org is likely struggling with. [4 MIN VIDEO] You're likely struggling with these given I've yet to enter a B2B org with an enterprise sale where these aren't common. ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - Intro 0:15 - Error 1 0:43 - Error 2 1:06 - Error 3 1:28 - Error 4 1:50 - Error 5 2:08 - Error 6 2:31 - Error 7 2:50 - What we do with these thematic errors 3:19 - Aside from the learnings... 3:40 - The core of revenue transformation 🟩🟩🟩 ACTION 🟩🟩🟩 If you're

CEOs & CROs: Are you landing more than 5% outside of your forecast? If so, take 3 min with this video. ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - Problem One 0:41 - Problem Two 1:40 - Problem Three 🟨🟨🟨 SO THEN 🟨🟨🟨 Which of these three are occurring in your organization? These are all solvable. 🟩🟩🟩 ACTION 🟩🟩🟩 If you're a #CEO or #CRO and tired of getting burned by missed forecasts ▶️ REACH OUT ◀️ And we can talk through how we systematically address these three (among other) forecast

𝗙𝗲𝗲𝗹-𝗴𝗼𝗼𝗱 𝗼𝗽𝘁𝗶𝗺𝗶𝘀𝗺 𝗸𝗶𝗹𝗹𝘀 𝗱𝗲𝗮𝗹𝘀. 𝗧𝗲𝗻𝘀𝗶𝗼𝗻 𝗳𝗲𝗲𝗹𝘀 𝗯𝗮𝗱 𝗻𝗼𝘄, 𝗯𝘂𝘁 𝗶𝘀 𝗹𝗲𝘃𝗲𝗿𝗮𝗴𝗲𝗱 𝘁𝗼 𝗰𝗿𝗲𝗮𝘁𝗲 𝘄𝗶𝗻𝘀 𝘁𝗵𝗮𝘁 𝗳𝗲𝗲𝗹 𝗴𝗿𝗲𝗮𝘁 𝗹𝗮𝘁𝗲𝗿. 🟥🟥🟥 THE TENSION 🟥🟥🟥 A Rev(X) Win Room is meant to explore the tension in a deal. It's where assumptions get stress tested. Where optimism meets evidence. But... i͟t͟ ͟d͟o͟e͟s͟n͟'͟t͟ ͟e͟x͟p͟o͟s͟e͟ ͟s͟a͟l͟e͟s͟ ͟r͟e͟p͟ ͟f͟a͟u͟l͟t͟s͟, it exposes opportunity for improvement of bot

Your customer success team isn’t commercial. And it’s costing you millions. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 CS is “supportive.” Helpful. Responsive. ✔️ High NPS. ❌ Low expansion. Renewals feel reactive. Upsell feels awkward -- doesn't happen. 'Sales' is a dirty word. So revenue leaks quietly after the deal closes. 🟨🟨🟨 THE SHIFT 🟨🟨🟨 Post-sales is not service. It’s value realization. A growth engine. Because value drives revenue. Commercial CS means: ✅ Value delivery pro

I've inspected 100's of B2B sales oppties, and one thing is always true... [90 sec video] 🟩🟩🟩 ACTION 🟩🟩🟩 If you're a #CEO or #CRO and ↳ want to t͟u͟r͟n͟ ͟l͟i͟v͟e͟ ͟d͟e͟a͟l͟s͟ ͟i͟n͟t͟o͟ ͟c͟l͟a͟s͟s͟r͟o͟o͟m͟s͟ ↳ for both sales reps AND sales managers ↳ while also i͟n͟c͟r͟e͟a͟s͟i͟n͟g͟ ͟y͟o͟u͟r͟ ͟r͟e͟v͟e͟n͟u͟e͟ ͟o͟u͟t͟c͟o͟m͟e͟s͟ ▶️ REACH OUT ◀️ Macy Tanking and I can discuss what Rev(X) #WinRooms may look like for your revenue organization. ------------------------ Rev(X) |

Sales Enablement & Sales Effectiveness are not the same thing. [2.5 min video] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - Central Point 0:12 - Core Question 0:36 - Orientation 1:07 - Context 1:25 - Metrics 1:45 - Proximity to Revenue 1:58 - To Clarify... 🟩🟩🟩 ACTION 🟩🟩🟩 If you're a #CEO or #CRO and want to supplement your Sales Enablement with a Sales Effectiveness layer... ▶️ REACH OUT ◀️ We can help you understand how we partner with Sales Enablement to apply behavioral change mgmt in Re

The greatest contributor to revenue variance... ...is sales management quality. [90 sec video] 🟩🟩🟩 ACTION 🟩🟩🟩 If you're a #CEO or #CRO and this video resonates. ▶️ REACH OUT ◀️ Rev(X) helps optimize all layers of the revenue org. ------------------------ Rev(X) | REVENUE // TRANSFORMED 𝗜𝗳 𝘆𝗼𝘂 𝗟𝗜𝗞𝗘 𝘁𝗵𝗶𝘀 𝗽𝗼𝘀𝘁, 𝗽𝗹𝗲𝗮𝘀𝗲 𝗖𝗟𝗜𝗖𝗞 𝘁𝗵𝗲 𝘄𝗵𝗶𝘁𝗲 𝗯𝗲𝗹𝗹 (𝘂𝗽𝗽𝗲𝗿 𝗿𝗶𝗴𝗵𝘁) 𝗮𝗻𝗱 𝗦𝗘𝗟𝗘𝗖𝗧 "𝗔𝗹𝗹" (𝗱𝗼𝘂𝗯𝗹𝗲 𝗯𝗲𝗹𝗹) 𝘁𝗼 𝗲𝗻𝘀𝘂𝗿𝗲 �

No Surprises. You sit in a revenue org? This is one of your many responsibilities. [2.5 Min Video] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - The Mandate 0:15 - Why (in the Macro) 1:00 - Why (In the Micro) 1:30 - Between Macro/Micro 1:45 - How the org needs to think 2:00 - How to reduce surprises 🟩🟩🟩 ACTION 🟩🟩🟩 If you're a #CEO or #CRO and need to reduce surprises in your revenue delivery ▶️ REACH OUT ◀️ Macy Tanking and I can talk you through how we leverage systems thinking to improve p

Jam session on the most powerful but under-utilized tool in the sales toolbox. [2.5 min edit] from a 15 min convo with Macy Tanking. ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - The under-utilization observation 0:30 - How I use it when selling 1:10 - Win Rooms & change mgmt 1:35 - Illustrative example real example 2:10 - Sales rep quotes on Win Rooms 🟨🟨🟨 CONSIDER 🟨🟨🟨 We can turn your biggest deals into a powerful classroom... ...where both reps AND their managers embrace applicable learnin

"LoserBoard" just sounded too punitive. [3 min video] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 𝟬:𝟬𝟬 - 𝗪𝗵𝗮𝘁 𝗶𝘁 𝗶𝘀 & 𝘄𝗵𝘆 𝗶𝘁 𝘄𝗮𝘀 𝗻𝗲𝗰𝗲𝘀𝘀𝗮𝗿𝘆 𝟬:𝟮𝟱 - 𝗧𝗵𝗲 𝟭𝘀𝘁 𝗲𝗹𝗲𝗺𝗲𝗻𝘁 𝗼𝗳 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝟬:𝟯𝟱 - 𝗧𝗵𝗲 𝟮𝗻𝗱 𝗲𝗹𝗲𝗺𝗲𝗻𝘁 𝗼𝗳 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝟭:𝟭𝟱 - 𝗧𝗵𝗲 𝟯𝗿𝗱 𝗲𝗹𝗲𝗺𝗲𝗻𝘁 𝗼𝗳 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝟭:𝟰𝟱 - 𝗪𝗵𝘆 𝘁𝗵𝗲 𝟯𝗿𝗱 𝗲𝗹𝗲𝗺𝗲𝗻𝘁 𝗶𝘀 𝗖𝗥𝗨𝗖𝗜𝗔𝗟 𝟮:𝟭𝟬 - 𝗧𝗵𝗲 𝗸𝗲𝘆 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻 🟨🟨🟨 REMEMBE

TOUGH LOVE: You can't blame your sales reps about this complaint anymore. --AI HAS SOLVED IT-- [3 min video] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - The complaint 0:30 - Why you can't complain 0:45 - How the solution works 1:30 - Unacceptable excuses 2:20 - How we help you deploy this 🟩🟩🟩 ACTION 🟩🟩🟩 If you're a #CEO or #CRO who still has this complaint and wants it to go away for good... ▶️ REACH OUT ◀️ Macy Tanking and I can help you understand the process. --------------------------

This is what it looks like to have your entire C-suite involved in sales. [3.5 min video] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - What it is 0:25 - How it's used 1:10 - Illustrative deal blockers 1:50 - 3 things this does 2:15 - Not just the blockers 2:45 - For Churn & GRR Issues 3:05 - When the C-Suite is involved 🟨🟨🟨 CONSIDER 🟨🟨🟨 ❌ 𝗙𝗼𝗿𝗴𝗲𝘁 𝗮𝘀𝘀𝗶𝗴𝗻𝗶𝗻𝗴 𝗘𝘅𝗲𝗰 𝗦𝗽𝗼𝗻𝘀𝗼𝗿𝘀 𝘁𝗼 𝗔𝗰𝗰𝗼𝘂𝗻𝘁𝘀... ✅ 𝗧𝗿𝘆 𝗮𝘀𝘀𝗶𝗴𝗻𝗶𝗻𝗴 𝗖-𝘀𝘂𝗶𝘁𝗲𝘀 𝘁𝗼 𝗱𝗲𝗮𝗹 𝗯𝗹𝗼𝗰𝗸𝗲�

Your sales people don't have a job. [3 MIN VIDEO] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - The big question! 0:20 - Why think of sales as a craft 0:50 - The variety of roles 1:20 - The lifeblood 1:35 - Vs a "line-person job" 2:00 - The 2nd big question 2:35 - Why it's so exciting & meaningful 3:00 - To love and be 𝘱𝘳𝘰𝘶𝘥 𝘰𝘧 selling 🟩🟩🟩 ACTION 🟩🟩🟩 𝗜𝗳 𝘆𝗼𝘂'𝗿𝗲 𝗮 #CEO 𝗼𝗿 #CRO 𝘄𝗶𝘁𝗵 𝗮 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗼𝗿𝗴 𝘄𝗵𝗼 𝗮𝗽𝗽𝗿𝗼𝗮𝗰𝗵𝗲𝘀 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝗹𝗶𝗸𝗲 𝗮 '𝗷𝗼𝗯' 𝗶�

Sales Enablement is not the same as Sales Effectiveness. This table illustrates nicely. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Sales enablement prepares reps. But preparation doesn’t win deals. 𝗖𝗢𝗠𝗣𝗘𝗧𝗘𝗡𝗖𝗘 differs from 𝗣𝗘𝗥𝗙𝗢𝗥𝗠𝗔𝗡𝗖𝗘 Enterprise revenue dies in the gap between knowing and applying that knowledge in the field. 🟨🟨🟨 THE PIVOT 🟨🟨🟨 Enablement builds competence. Effectiveness builds performance. One happens off the field. The other happens in live d

This last two weeks has been Sales Kick-Off Mania. Delivering keynotes & workshops has taught Macy Tanking and me a few things. 🟥🟥🟥 3 MISSES 🟥🟥🟥 (𝟭) 𝗦𝗔𝗟𝗘𝗦 𝗢𝗥𝗚𝗦 𝗔𝗥𝗘 𝗗𝗘𝗦𝗣𝗘𝗥𝗔𝗧𝗘 𝗙𝗢𝗥 𝗛𝗘𝗟𝗣 Something isn't working today with the current approach to s͟a͟l͟e͟s͟ ͟e͟n͟a͟b͟l͟e͟m͟e͟n͟t͟. (𝟮) 𝗦𝗔𝗟𝗘𝗦 𝗢𝗥𝗚𝗦 𝗔𝗥𝗘 𝗗𝗘𝗦𝗣𝗘𝗥𝗔𝗧𝗘 𝗧𝗢 𝗕𝗘 𝗜𝗡𝗦𝗣𝗜𝗥𝗘𝗗 Something isn't working today with how s͟a͟l͟e͟s͟ ͟m͟g͟m͟t͟ is managing and leading (𝟯

See 3 tangible outputs your 🔸make or break deals 🔸 receive from a Rev(X) Win Room [3 min video] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - The 3 Outputs 0:20 - The 1st Score 1:05 - The 2nd Score 1:35 - The Path to Improve the Scores 2:14 - Before/beyond the deliverable 🟨🟨🟨 !BUT, WAIT! 🟨🟨🟨 This deliverable output is only one advantage of the Win Rooms. The real benefit is in: → Deals Won → Skills Learned & Retained → Sales Team Transformation (ICs & Mgmt) 🟩🟩🟩 ACTION 🟩🟩🟩 𝗜𝗳 𝘆𝗼𝘂

Here's the data on why your sales coaching is a problem. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 [𝗥𝗘𝗧𝗘𝗡𝗧𝗜𝗢𝗡 𝗜𝗦𝗦𝗨𝗘] 60% of reps will leave if their manager is a poor coach. [𝗘𝗙𝗙𝗢𝗥𝗧 𝗜𝗦𝗦𝗨𝗘] 53% disengage when coaching is inconsistent. [𝗖𝗢𝗡𝗩𝗘𝗥𝗦𝗜𝗢𝗡 𝗜𝗦𝗦𝗨𝗘] 49% admit they’d sell more with better coaching. [𝗠𝗔𝗡𝗔𝗚𝗘𝗠𝗘𝗡𝗧 𝗜𝗦𝗦𝗨𝗘] And 37% of managers admit they aren’t good at it. This isn't getting solved by: • Your big sales kick off event • Sa