This last two weeks has been Sales Kick-Off Mania. Delivering keynotes & workshops has taught Macy Tanking and me a few things. 🟥🟥🟥 3 MISSES 🟥🟥🟥 (𝟭) 𝗦𝗔𝗟𝗘𝗦 𝗢𝗥𝗚𝗦 𝗔𝗥𝗘 𝗗𝗘𝗦𝗣𝗘𝗥𝗔𝗧𝗘 𝗙𝗢𝗥 𝗛𝗘𝗟𝗣 Something isn't working today with the current approach to s͟a͟l͟e͟s͟ ͟e͟n͟a͟b͟l͟e͟m͟e͟n͟t͟. (𝟮) 𝗦𝗔𝗟𝗘𝗦 𝗢𝗥𝗚𝗦 𝗔𝗥𝗘 𝗗𝗘𝗦𝗣𝗘𝗥𝗔𝗧𝗘 𝗧𝗢 𝗕𝗘 𝗜𝗡𝗦𝗣𝗜𝗥𝗘𝗗 Something isn't working today with how s͟a͟l͟e͟s͟ ͟m͟g͟m͟t͟ is managing and leading (𝟯

Here's the data on why your sales coaching is a problem. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 [𝗥𝗘𝗧𝗘𝗡𝗧𝗜𝗢𝗡 𝗜𝗦𝗦𝗨𝗘] 60% of reps will leave if their manager is a poor coach. [𝗘𝗙𝗙𝗢𝗥𝗧 𝗜𝗦𝗦𝗨𝗘] 53% disengage when coaching is inconsistent. [𝗖𝗢𝗡𝗩𝗘𝗥𝗦𝗜𝗢𝗡 𝗜𝗦𝗦𝗨𝗘] 49% admit they’d sell more with better coaching. [𝗠𝗔𝗡𝗔𝗚𝗘𝗠𝗘𝗡𝗧 𝗜𝗦𝗦𝗨𝗘] And 37% of managers admit they aren’t good at it. This isn't getting solved by: • Your big sales kick off event • Sa

Most growth strateagy plans fail 𝘢𝘧𝘵𝘦𝘳 leadership alignment. 🟥🟥🟥 Your exec team agrees on the goal. → Revenue target → Market focus → Strategic priorities Then everyone leaves the room and executes a 𝗱𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁 𝘃𝗲𝗿𝘀𝗶𝗼𝗻 of it. → Sales optimizes for speed → Marketing optimizes for volume → Product optimizes for roadmap releases No one is wrong. But nothing compounds. 🟨🟨🟨 High-growth companies don’t align once. They 𝗢𝗣𝗘𝗥𝗔𝗧𝗜𝗢𝗡𝗔𝗟𝗜�

One question. That's it. All you need to accelerate a deal. Or move on. 1 Question. 3 Outcomes. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Far too many deals stall because... ❌ The real blockers stay hidden ❌ “Yes” is vague and non-committal ❌ Timelines are assumed, not owned ❌ Sellers mistake interest for intent So deals drift. Weeks turn into quarters. 🟨🟨🟨 THE UNLOCK 🟨🟨🟨 Ask this one question: “𝗪𝗵𝗮𝘁 𝘄𝗼𝘂𝗹𝗱 𝗻𝗲𝗲𝗱 𝘁𝗼 𝗯𝗲 𝘁𝗿𝘂𝗲 𝗳𝗼𝗿 𝘆𝗼𝘂 𝘁𝗼 𝗺𝗮𝗸𝗲 𝘁𝗵𝗶�

Apply this cartoon* to your sales team. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Reps run their 𝘶𝘴𝘶𝘢𝘭 𝘱𝘭𝘢𝘺𝘴 when no one is watching. → 𝗨𝘀𝘂𝗮𝗹 𝗲𝗳𝗳𝗼𝗿𝘁. → 𝗨𝘀𝘂𝗮𝗹 𝘁𝗵𝗶𝗻𝗸𝗶𝗻𝗴. → 𝗨𝘀𝘂𝗮𝗹 𝗼𝘂𝘁𝗰𝗼𝗺𝗲𝘀. Exceptional never shows up by accident. 🟨🟨🟨 THE SHIFT 🟨🟨🟨 Constant deal inspections pull effort forward. They make reps ask: → '𝗪𝗵𝗮𝘁 𝘄𝗶𝗹𝗹 𝗜 𝗴𝗲𝘁 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲𝗱 𝗼𝗻?' → '𝗪𝗵𝗮𝘁 𝗮𝗻𝗴𝗹𝗲 𝗵𝗮𝘃𝗲𝗻’𝘁 𝗜 𝘄𝗼𝗿𝗸𝗲𝗱 𝘆𝗲𝘁?'

Want to know what it's like to work with me? ASK MY FAMILY! They like to imitate me. [1 MIN VIDEO] ⬜⬜⬜ HOW IT STARTED ⬜⬜⬜ I walked into the room and found my son imitating me with a client. I realized that he was pretty dead on. My wife & daughter were pretty accurate as well. So then I asked them to let me record them doing so. What better way for potential clients to understand what it's like to work with me? 🟨🟨🟨 WHAT I SAY 🟨🟨🟨 Since launching #Rev(X) they hear me ask

Deals aren't lost because of pricing. Or features. They die because of questions... ...the questions your team isn't asking. They're not asking: • Early enough • Clearly enough • Directly enough 🟥🟥🟥 "Duh, Zito. That's Sales 101." Right. I don't care. Most still don't do it well. I'll take you back to basics if I have to. 🟨🟨🟨 So, then... the deals that can make/break this quarter... ...what questions do you need to ask right now? ...what do you need to ask more clearl

𝟭𝟬 𝗞𝗲𝘆 Stats for 𝗘𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲 𝗕𝟮𝗕 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 [90 sec video] Including a "6-7!" 🟥🟥🟥 10 QUESTIONS 🟥🟥🟥 1 question for each statistic in the video. → Read these like a diagnostic, → not rhetorical questions... If they don't make sense, well...watch the video. =) (𝟭) 𝗜𝗳 𝗯𝘂𝘆𝗲𝗿𝘀 𝗮𝗿𝗲 𝗱𝗲𝗰𝗶𝗱𝗶𝗻𝗴 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝘆𝗼𝘂, 𝘄𝗵𝗲𝗿𝗲/𝗵𝗼𝘄 𝗶𝘀 𝘆𝗼𝘂𝗿 𝗼𝗿𝗴 𝗶𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗶𝗻𝗴 𝘁𝗵𝗲 𝗼𝘂𝘁𝗰𝗼𝗺𝗲? ________________ (𝟮) 𝗔𝘁 𝘄𝗵𝗮𝘁 �

SLIPPAGE: Committed deals that don't close. 🟥🟥🟥🟥🟥 If it's more than 15%? Your team's problem isn't closing deals. The problem is qualifying deals. ______________ Slip past close date more than once? → Close rate drops by 67% Time kills all deals. 🟨🟨🟨🟨🟨 There are 5 questions every sales manager should ask any rep for any deal committed to be closed this quarter. Do your sales managers know what they are? Do your sales reps? Do you? 🟩🟩🟩🟩🟩 If you’re a #CEO 𝗼𝗿 #C

7 Challenges with the Challenger Sale (and a sound alternative) 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 The Challenger Sale sounds compelling. I get why people want it.. → 𝗧𝗵𝗲𝘆 𝘄𝗮𝗻𝘁 𝘁𝗵𝗼𝘂𝗴𝗵𝘁 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 → 𝗧𝗵𝗲𝘆 𝗱𝗼𝗻’𝘁 𝘄𝗮𝗻𝘁 𝗼𝗿𝗱𝗲𝗿 𝘁𝗮𝗸𝗲𝗿𝘀 → 𝗧𝗵𝗲𝘆 𝘄𝗮𝗻𝘁 𝗿𝗲𝗽𝘀 𝘄𝗶𝘁𝗵 𝘀𝘁𝗿𝗼𝗻𝗴 𝗰𝗼𝗻𝘃𝗶𝗰𝘁𝗶𝗼𝗻 → 𝗧𝗵𝗲𝘆 𝗱𝗼𝗻’𝘁 𝘄𝗮𝗻𝘁 𝗵𝗶𝗱𝗶𝗻𝗴 𝗯𝗲𝗵𝗶𝗻𝗱 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 ❌ Yet, in the wild: it rarely sticks ❌ H͟E͟R͟E͟'͟S͟ ͟W͟H͟A

Outsourced Candor. I stole the term from my friend at Google. It's not a failure. It's a bridge. A powerful tool. [3 min video] 0:00 - The stakes of & problem with sales feedback 0:30 - 3 reasons sales mgmt fails at feedback 1:30 - The case for Outsourced Candor 2:10 - The outcome 2:25 - The Rev(X) Win Rooms 🟩🟩🟩 ACTION 🟩🟩🟩 If you're a #CEO or #CRO who wants to improve both 𝘀𝗮𝗹𝗲𝘀 𝗿𝗲𝗽𝘀 𝗔𝗡𝗗 𝘀𝗮𝗹𝗲𝘀 𝗺𝗴𝗺𝘁 while directly critiquing • 𝗣𝗶𝘁𝗰𝗵 𝗱𝗲𝗰𝗸𝘀 /

Sales training doesn’t change behavior. Live deals do. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Most enablement is: • Conceptual • Hypothetical • Forgettable Reps nod. Nothing changes. Revenue stays flat. 🟨🟨🟨 THE SHIFT 🟨🟨🟨 Behavior only changes when: ✅ Real deals are reviewed ✅ Real money is at risk ✅ Feedback is immediate The deal becomes the classroom. Training becomes unavoidable. Skills + Revenue improve. 🟩🟩🟩 ACTION 🟩🟩🟩 If you’re a #CEO or #CRO who needs to see chang

Going into 2026…does everyone in your GTM know 𝘸𝘩𝘦𝘳𝘦 revenue comes from? 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Most revenue plans are vague. But you have an entire GTM team trying to win gold by year-end and they're not clear on what plays are each own and why. How much comes from 𝘄𝗵𝗲𝗿𝗲? What must happen in each. each quarter? So teams default to noise: Sales chases everything. New and existing business CS is told “just retain.” Product ships and prays. Pricing is untouched.

Here's what good GTM Strategy looks like. How does your GTM Strategy measure up? [3 MIN VIDEO] 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Most organizations do not have a GTM strategy that is grounded in... → How buyers buy → How $'s transact → Category dynamics → Specific opportunities → Notable risk mitigation → Pragmatic actionability That's if a GTM strategy exists at all. Usually it doesn't exist, or it's just buzzword soup. 🟨🟨🟨 WHY IT MATTERS 🟨🟨🟨 GTM Strategy informs your investme

If you can't answer this question, stop everything. [2 min video] 🟥 QUESTION 🟥 That $750K sales training you want to bring in? That massive collateral refresh? That impressive AI tool? How will it... → Increase your weighted pipeline? → Sharpen forecast accuracy? → Improve conversion rates? → Shorten sales cycles? There's a good chance the root reason you're losing deals isn't because you don't run a Challenger Sale or have better sales collateral or the impressive AI tool.

"ROI is a 'maybe'. COI is a fact." This 2 min video... ... expands this quote from one of my fave peers in the revenue consulting space. 🟥🟥🟥 THE MISS 🟥🟥🟥 Prospects think not buying is safe and cheaper. It's not. It's expensive. They just can't see it because the cost is invisible. 🟨🟨🟨 WHAT TO DO 🟨🟨🟨 0:00 The root problem 0:25 Why ROI isn't compelling 0:40 Three steps to take in solving this 1:15 How you make buying the cheaper option 1:45 Rev(X) 4 step process

𝗯𝗲𝘁 𝘆𝗼𝘂'𝘃𝗲 𝗻𝗲𝘃𝗲𝗿 𝘀𝗲𝗲𝗻 𝘁𝗵𝗶𝘀 𝗸𝗶𝗻𝗱 𝗼𝗳 𝗵𝘂𝘀𝘁𝗹𝗲. (Or a time-traveling deal) [2 Min Video] (Yes...I make a 'Back to the Future' reference) 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Most sales teams allow excuses to push back close dates on important deals. → “Legal's working on it” → “The prospect is traveling” → “There's nothing else we can do." It's deadly at the end of a quarter. 🟨🟨🟨 THE 🟨🟨🟨 This CRO’s team? They just made an amazing power-move. And t

Greatest Q4 Sales Turnaround Ever [3 Min Video] 🟥🟥🟥 THE GAP 🟥🟥🟥 Q3 punched a multi-million-dollar hole in this client’s Q4 revenue plan. No warning. No back-up. Most execs would panic. We built the comeback. (in under an hour) 🟨🟨🟨 THE PLAN 🟨🟨🟨 B2C companies are great at Steps 2 and 3 below But often B2B players aren't. (Don't make the same mistake) 0:00 The problem 0:21 Step #1 0:35 Step #2 0:55 Step #3 1:19 Step #4 1:31 Step #5 1:46 Step #6 2:06 Step #7 2:30 How

The average CRO lasts less than 2 years. It's not a "bad fit" problem. It’s not a talent problem. It’s a design failure. 🟥🟥🟥 THE BREAKDOWN 🟥🟥🟥 Companies burn through hiring new CROs to 'fix sales' or 'drive growth' But here’s what really happens: ❌ The CEO expects quick wins despite having quarters or years of a mess to clean up ❌ The CRO expects playbooks proven previously will work just as well in the new environment ❌ No one has a structured approach to systema

70%+ of B2B sales teams are missing quota. So, ANNOUNCEMENT! Macy Tanking and I are partnering to fix this. [𝗧𝗔𝗞𝗘 𝟯 𝗠𝗜𝗡 𝗧𝗢...