Webinar

Acronyms and Activities Don’t Close Deals: New Sales Methodology Research Reveals What Does

See what a real sales methodology looks like. Discover the GTM-aligned activities, skills, and behaviors proven to drive seller performance.
Tim Riesterer
Tim Riesterer

Chief Strategy Officer
Corporate Visions

Leff Bonney
Dr. Leff Bonny

Research Director
Emblaze

For years, the prevailing belief has been that all you need to manage is a set of sales activities to improve performance. Name your acronym (SPIN, MEDDICC, SPICED), or choose the color of your "sheets" (blue, green, gold)—just follow the steps on your path to growth.   But brand-new research shows generic sales activity management accounts for just five percent of sales performance outcomes. Turns out, obsessing over the number of calls, emails, meetings, and a wide range of other CRM entries isn’t getting you the lift you’re looking for.   Rather, it's a specific subset of activities that are aligned to a GTM objective—like competitive takeaways, existing customer expansion, and new product launches—that are four times more predictive of improved performance.   Join Tim Riesterer, Chief Strategy Officer at Corporate Visions, and Dr. Leff Bonney, Research Director at Emblaze and director of the FSU Sales Institute, to find out what new research says you should be training, coaching, and tracking in 2026.   You’ll see how to maximize seller performance by:  

  • Establishing clear, strategic GTM objectives for each rep and account
  • Focusing on the specific activities shown to support each of your objectives
  • Prescribing and managing a path forward

If you want to learn what activities actually drive performance, not just fill the CRM, this session is for you.

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Acronyms and Activities Don’t Close Deals: New Sales Methodology Research Reveals What Does

See what a real sales methodology looks like. Discover the GTM-aligned activities, skills, and behaviors proven to drive seller performance.

For years, the prevailing belief has been that all you need to manage is a set of sales activities to improve performance. Name your acronym (SPIN, MEDDICC, SPICED), or choose the color of your “sheets” (blue, green, gold)—just follow the steps on your path to growth.   But brand-new research shows generic sales activity management accounts for just five percent of sales performance outcomes. Turns out, obsessing over the number of calls, emails, meetings, and a wide range of other CRM entries isn’t getting you the lift you’re looking for.   Rather, it’s a specific subset of activities that are aligned to a GTM objective—like competitive takeaways, existing customer expansion, and new product launches—that are four times more predictive of improved performance.   Join Tim Riesterer, Chief Strategy Officer at Corporate Visions, and Dr. Leff Bonney, Research Director at Emblaze and director of the FSU Sales Institute, to find out what new research says you should be training, coaching, and tracking in 2026.   You’ll see how to maximize seller performance by:  

  • Establishing clear, strategic GTM objectives for each rep and account
  • Focusing on the specific activities shown to support each of your objectives
  • Prescribing and managing a path forward

If you want to learn what activities actually drive performance, not just fill the CRM, this session is for you.