The Disconnect in B2B Sales Despite rapid advancements in sales technology and enablement tools, modern B2B buyers remain unimpressed. According to Gartner, fewer than 20% of sellers are able to align their conversations with business impact—a stark indicator of misalignment between what buyers need and what sellers deliver.

Why CEOs Must Rethink Their Sales Teams’ Capabilities in Today’s Market Chaos Across industries, CEOs and growth leaders are facing a sobering reality: their sales teams are not built to win in today’s decision-making environment. In a market defined by chaos, committee-based buying, and overwhelming sameness, traditional sales training falls flat. Performance gains aren’t coming from more pitch decks or bigger tech stacks—they're unlocked through meaningful behavior change.

Over the past few years, the role of sales operations has undergone a profound transformation. No longer just a back-office function focused on CRM hygiene and forecasting reports, today’s sales operations must operate as a strategic command center—one that fuels growth, enables executive decision-making, and equips sellers with the tools, intelligence, and systems they need to win.

The Problem: Executive Buyers Don't Want to Be Qualified. Modern executive buyers don’t want to be qualified. They want to be understood. Yet too many B2B sellers still open sales conversations with outdated qualifying questions—“What’s your budget?” “Are you the decision-maker?” “What’s your timeline?” These questions don’t build rapport. They break it.

Learn why B2B CEOs must stop relying on outdated best practices and start building buyer-informed go-to-market strategies rooted in modern buyer behavior.

By Lucrum Partners The latest Gartner research on the DNA of top sales organizations highlights a fundamental shift in how leading...

Win rates for closed-won deals have dropped 22% year over year, while a recent SBI Growth report reveals that nearly two-thirds of CEOs lack confidence in their teams’ ability to execute growth strategies. These challenges highlight the urgent need to prioritize sales effectiveness—not as a buzzword but as a strategic mandate. At Lucrum Partners, our analysis consistently points to recurring obstacles: misaligned talent strategies, unclear go-to-market (GTM) growth approac

By Lucrum Partners Last week, the Federal Reserve announced a ½ point reduction in the interest rate, a move that, on the surface, seems...

CEOs face an increasingly complex mandate: not just to lead their organizations, but to ensure long-term viability

In 2025, behavior science will greatly influence B2B seller coaching strategies.

Sales leader (VP, SVP) tenure is at an all time low of just 17 months. Not long ago, the average tenure of a VP of sales was sitting at a...

After reading this recent blog from 6sense, I felt a tectonic plate shifting under my feet. https://6sense.com/blog/higher-outbound-win-r...

You've probably heard B2B sellers complain that the content provided by marketing doesn't work. If you haven't heard this common...

Precision engineering isn't merely about designing machines or instruments; it's a philosophy that transcends industries, driving...

Don't shoot the messenger. Our 2024 prediction for executive teams is to expect even more sales pipeline turbulence caused by increasing...

Headline: Data-driven organizations outperform their competitors. (But you likely already knew this) CEOs today can no longer rely on...

On September 23rd, 2001, the NFL changed forever. With 5:03 remaining in the game, the Patriots starting quarterback Drew Bledsoe was...

Know Thy Buyer (and their business)!!! The #LucrumPartners team continues to hear how often B2B sellers are encountering CFOs as key...

"No Pain, No Gain" I don't believe that phrase came out of pipeline review or forecasting meetings. But perhaps it should have. Sales...

We all remember the Tupperware "Shape-O" toy. It was a round puzzle that taught young children how to fit the right blocks into the right...