Keith Weightman, RVP of Sales at Bullhorn overseeing a $60M revenue engine, went from having a panic attack in 2021 to tripling his workload while feeling calmer by building two systems: eliminating notification hell (turned off all notifications, email 3x/day, no Slack after 5pm) and using a task manager as a second brain to clear his mental load.
Quota attainment is stuck at 42%. Down from 53% in Q1 2022. After analyzing 15+ research reports from Gong, Gartner, and RepVue, here's what's broken in B2B sales 2026 and the 5 strategic imperatives for CROs and Sales VPs.
Dan McLennan, VP of Sales at AppFolio and former LinkedIn executive, breaks down why manager enablement is the highest-leverage growth lever when you need to double revenue without adding headcount, the discovery that most managers don't know what good looks like, and how to diagnose what's broken before AI amplifies it.
Marcus Chan and Chelsea Rickman break down the 5-NO cold call framework that converts 50%+ of connects to meetings, the 10-second voicemail with 70% callback rates, and why you should book meetings FIRST and ask discovery questions AFTER.
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