sales competencies

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Part II Revenue Governance: A Three-Part CEO Series

Part II Revenue Governance: A Three-Part CEO Series

Part II Revenue Governance: A Three-Part CEO Series

Brian Shea

Sep 153 min read

Is Sales Enablement the Next Function to Lose the CEO's Confidence?

Is Sales Enablement the Next Function to Lose the CEO's Confidence?

Is Sales Enablement the Next Function to Lose the CEO's Confidence?

Brian Shea

Aug 3112 min read

Marketing Is Changing Faster Than Most Marketing Operating Models

Marketing Is Changing Faster Than Most Marketing Operating Models

Marketing Is Changing Faster Than Most Marketing Operating Models

Brian Shea

Aug 247 min read

The Sales Training Paradox: What If We’re Training Sellers for a Buying Model That No Longer Exists?

The Sales Training Paradox: What If We’re Training Sellers for a Buying Model That No Longer Exists?

The Sales Training Paradox: What If We’re Training Sellers for a Buying Model That No Longer Exists?

Brian Shea

Aug 1610 min read

Hero graphic titled "The Commercial Confidence Crisis" showing a boardroom where directors face declining CEO confidence, rising leadership turnover, and an outdated commercial operating system. The image emphasizes that boards should evaluate the commercial operating model—not just replace commercial leaders—to improve revenue predictability and governance.

Hero graphic titled "The Commercial Confidence Crisis" showing a boardroom where directors face declining CEO confidence, rising leadership turnover, and an outdated commercial operating system. The image emphasizes that boards should evaluate the commercial operating model—not just replace commercial leaders—to improve revenue predictability and governance.

The Commercial Confidence Crisis

Brian Shea

Jul 304 min read

AI Won't Make Sellers Obsolete. Bad Sellers Will.

AI Won't Make Sellers Obsolete. Bad Sellers Will.

AI Won't Make Sellers Obsolete. Bad Sellers Will.

Brian Shea

Jun 23 min read

Executive boardroom graphic illustrating Signal-Led GTM™ connecting CFO strategic visibility and CMO commercial visibility through signal governance, enabling earlier identification of growth opportunities, buying signals, and revenue risks before they appear in pipeline.

Executive boardroom graphic illustrating Signal-Led GTM™ connecting CFO strategic visibility and CMO commercial visibility through signal governance, enabling earlier identification of growth opportunities, buying signals, and revenue risks before they appear in pipeline.

Signal-Led GTM™: Why CFOs and CMOs Are Converging Around the Same Growth Problem

Brian Shea

May 294 min read

Why B2B Revenue Growth Is Slowing: The Root Cause Hidden Inside Your GTM Operating System

Why B2B Revenue Growth Is Slowing: The Root Cause Hidden Inside Your GTM Operating System

Why B2B Revenue Growth Is Slowing: The Root Cause Hidden Inside Your GTM Operating System

Brian Shea

May 165 min read

Signal-Led GTM™: New SBI & Polaris I/O Research Reveals Why Signal-Driven Teams Close 7.4x Larger Deals Faster

Signal-Led GTM™: New SBI & Polaris I/O Research Reveals Why Signal-Driven Teams Close 7.4x Larger Deals Faster

Signal-Led GTM™: New SBI & Polaris I/O Research Reveals Why Signal-Driven Teams Close 7.4x Larger Deals Faster

Brian Shea

May 143 min read

The Operating System Always Wins

The Operating System Always Wins

The Operating System Always Wins

Brian Shea

Apr 263 min read

Split-screen comparison of outdated MEDDPICC sales process versus modern Signal-Led GTM™ system, showing late-stage pipeline struggle on the left and early signal-driven engagement with executive buyers on the right.

Split-screen comparison of outdated MEDDPICC sales process versus modern Signal-Led GTM™ system, showing late-stage pipeline struggle on the left and early signal-driven engagement with executive buyers on the right.

Why MEDDPICC Fails in a Day 1 World, And What Leaders Must Do Instead

Brian Shea

Apr 242 min read

Executive boardroom split between chaotic revenue leadership turnover with warning signs and stable CFO-led financial operations, symbolizing a broken go-to-market system.

Executive boardroom split between chaotic revenue leadership turnover with warning signs and stable CFO-led financial operations, symbolizing a broken go-to-market system.

The Growth Leadership Revolving Door is a System Failure, Not A Talent Problem

Brian Shea

Apr 213 min read

Why the Best Charter Fishing Captains Always Deliver Predictable Results

Why the Best Charter Fishing Captains Always Deliver Predictable Results

Why the Best Charter Fishing Captains Always Deliver Predictable Results

Brian Shea

Feb 173 min read

Transforming Sales: Insights from the RepVue Q3 2025 Cloud Index

Transforming Sales: Insights from the RepVue Q3 2025 Cloud Index

Transforming Sales: Insights from the RepVue Q3 2025 Cloud Index

Brian Shea

Dec 3, 20254 min read

Executives don’t fail because they can’t envision the future. They fail because the organization below them hasn’t been re-engineered to deliver it.

Executives don’t fail because they can’t envision the future. They fail because the organization below them hasn’t been re-engineered to deliver it.

Why Growth Transformations Fail and Strategies for Executive Teams to Succeed

Brian Shea

Nov 15, 20255 min read

Make GTM Execution Great Again

Make GTM Execution Great Again

Make GTM Execution Great Again

Brian Shea

Oct 15, 20253 min read

Churn is not just a client experience problem—it’s a revenue math nightmare.

Churn is not just a client experience problem—it’s a revenue math nightmare.

Customer Trust: The Silent Killer of 2026 Revenue Plans

Brian Shea

Oct 3, 20252 min read

Why CEOs need GTM Conviction

Why CEOs need GTM Conviction

What Twisted Sister Can Teach CEOs About Conviction and Market Positioning

Brian Shea

Sep 25, 20253 min read

Firing low performing b2b sellers

Firing low performing b2b sellers

Rethinking Revenue Strategies: Focus on Hiring High Predictors Over Firing Low Performers

Brian Shea

Sep 9, 20253 min read

Sales leaders should start and stop doing

Sales leaders should start and stop doing

Mastering the Role of Chief Sales Officers in 2025: Essential Strategies to Embrace and Eliminate

Brian Shea

Aug 21, 20252 min read

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