When a deal stalls, sellers usually have an explanation ready.The buyer did not see the value.They were too focused on price.They did not understand what they really needed.They compared us to the wrong competitor.They were not ready to make a...
A sales leader once told me:"We've hired three salespeople in the last two years and none of them worked out."My first question wasn't about the candidates.It was about the hiring process.
Because when organizations repeatedly make bad sales hires,...
For 10 years, I’ve spoken at INBOUND.This year, it’s different.Because INBOUND is now UNBOUND.And that change isn’t just branding. It reflects something bigger happening in how companies grow, how buyers make decisions, and how teams operate.But...
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Most sales hiring mistakes don’t start with the candidate. They start with the interview. Because most companies hire salespeople the same way they hire everyone else—structured conversations, predictable questions, and a focus on experience.
Everyone’s afraid of making the wrong decision.So they wait.They delay hiring.They hold off on investing.They avoid the conversations they already know they need to have.
Walk into many B2B sales floors today and one thing still stands out.
Most leaders think culture is built internally. They focus on hiring, onboarding, compensation plans, and training.
I remember the moment our hiring process took over my life.My desk was covered in resumes. Interviews filled my calendar. Assessments waited to be scored. What should have been a simple step in growing the business felt exhausting.
Sales hiring mistakes rarely announce themselves.They don’t show up as a single failed deal or a missed quarter. They surface slowly—in stalled pipelines, unreliable forecasts, team friction, and leaders spending more time managing issues than...
Most sales leaders think they have a hiring problem.In reality, they have an onboarding problem. I’ve sat across from sales leaders who were genuinely confused.
