I'm not having the best August as a lifelong Cubs fan. We had the most wins at the All-Star break, then blew our division lead. Now we're clinging to Wild Card hopes with just 6.3% World Series odds.

That's when I asked AI to break down the conditional probabilities—and discovered something about sales transformations that every CRO needs to hear.

[Continue reading to discover how Cubs playoff odds mirror the brutal mathematics of sales transformation...]

Most MEDDPICC rollouts fail not because the framework is flawed, but because leaders treat it as a rep checklist instead of a manager-owned discipline for inspecting, coaching, and truly qualifying deals.

Most enablement treats industry expertise like a file to download—useful for a moment, outdated the next. Turn underutilized experts into co-creators of real-time learning

Once you’ve uncovered the deeper truths in discovery, the next step is to weave those insights into a narrative that resonates. This is where the CAST Framework shines—turning raw information into a compelling story that makes the buyer the hero.

In the world of sales, discovery isn’t just about asking questions; it’s about truly seeing the person on the other side of the conversation. The best sellers don’t just follow scripts; they dive deep

Are your top sales managers secretly drowning? Even with the best strategies and tech, the hidden truth is that your sales organization might be failing the very people tasked with driving your revenue.

The problem isn’t at the top or the bottom; it’s trapped in the middle management black hole where your best-laid plans go to die.