Do We Even Need A Sales Process?
The piece challenges traditional sales processes, noting that CRM stages often don’t match a buyer’s real progress. It cites stark metrics—over 60 % of buying initiatives end without a decision, only 35 % of reps hit quota, and win rates sit at 15‑25 %—showing the cost of misalignment. The author argues that effective processes must center on the buyer’s journey and outcomes, not internal pipeline management. Sellers who adopt a buyer‑centric approach can create genuine value and improve performance.
Do I Care? Posted on February, 2026
The article argues that "caring" is not an emotion but measurable engagement, and that many professionals default to going through the motions because system‑driven metrics reward activity over depth. It highlights how short‑term tenure cycles—especially the average 18‑month CRO lifespan—encourage...
