Growth Programs
- Your Growth Priorities
  
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Who We Serve
- Who We Serve
  
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  Case Studies
  
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Approach
- Overview
  
  Most providers sell pieces of the puzzle. We deliver a connected revenue performance system—so training, messaging, and coaching reinforce the behaviors that grow revenue.
  
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Community
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Resources
- Overview
  
  When teams rely on opinions, content gets noisy and inconsistent. Our resources are grounded in buyer evidence—so you can sharpen decisions, messaging, and execution.
  
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  From Assessment to Impact
  
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  The Great 8 for Acquisition
  
  Discover the evidence-backed sales competencies that drive more new business wins.
  
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  Modern Discovery Tactics for the Pre-Convinced Buyer
  
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Topic Thought Leadership

Uncategorized

Elevating Performance in a Changing Market: Advice from Four Revenue Leaders

Elevate Perfomance in a Changing Market: Advice from our Revenue Leaders--title for article that recaps first four episodes on season two of the podcast. Title and pictures of host Abby Kerr and Tim Riesterer on purple background

Learn from sales executives and academics as they share practical insight on strengthening talent, refining customer health strategies, modernizing win-loss analysis, and driving differentiated performance.

Abby Kerr
December 8, 2025

Uncategorized

What AI Can’t Replace: The Human Sales Skills Still Winning Deals

Human sellers remain the decisive factor in winning complex deals, despite AI's promise to automate everything from prospecting to pricing. And there's science to back this up.

Tim Riesterer
July 15, 2025

Thought Leadership

2025 Sales Reality Check: Research-Backed Ways to Break Through

See the latest research on why humans are irreplaceable in sales and what the seller of the future needs to master.

Roberto Parra
April 30, 2025

Thought Leadership

2025 Sales Reality Check: Research-Backed Ways to Break Through

See the latest research on why humans are irreplaceable in sales and what the seller of the future needs to master.

Roberto Parra
April 30, 2025

Finding Stability in the Storm: What B2B Sales Leaders Must Know (and Do) in Times of Economic Uncertainty

Tim Riesterer – What Sales Must Do During Economic Uncertainty

Tim Riesterer reveals emerging research and essential B2B sales strategies for economic uncertainty. Learn how to drive revenue growth in turbulent markets.

Tim Riesterer
April 10, 2025

The Missing Link in Sales Enablement: What Buyers Are Actually Telling You

Chief Technology Officer Ken Allred on a purple background with his quote, "The traditional approach to win-loss focuses on product gaps and positioning—what competitors are offering and saying that you aren’t. That’s useful, but it barely scratches the surface. The biggest missed opportunity? Understanding how your sellers are actually showing up in the deal."

If you’re serious about improving sales effectiveness, win-loss analysis needs to be a cornerstone of your sales enablement strategy.

Ken Allred
March 6, 2025

Unlearning Discovery: New Research Shows Why B2B Sales Must Evolve

Traditional discovery methods, designed for an era when sellers controlled the flow of information, now fall short in engaging buyers who believe they've already done their homework.

Tim Riesterer
February 6, 2025

MEDDICC Is Not a Discovery Tool

Chief Strategy & Research Officer Tim Riesterer on a purple background with his quote, "When sellers jump Straight to qualification, they misalign with buyers 54.5 percent of the time."

MEDDICC is a powerful qualification framework—but it’s not a discovery tool. Leading with MEDDICC skips the value-creating work of uncovering problems, shaping visions, and finding solutions. Keep discovery and qualification in their lanes, and you’ll go from being just another vendor to an invaluable partner.

Tim Riesterer
January 23, 2025

Thought Leadership

Bridging Brain and Business

To ensure the successful execution of any business initiative, you must keep your teams motivated. But what generates and sustains motivation? Learn how to drive impactful change management in this eBook.

Roberto Parra
December 6, 2024