Adam Trenkle, CRO at Momentive Software, runs "Operation Pipeline" every Tuesday (no internal or external meetings, just outbound prospecting with AI research), believes you have to win the week to win the quarter, and goes two layers down in his org to stay connected as he scales.
You can't outwork a bad conversion rate, just like you can't outwork a bad diet. Marcus Chan breaks down the three-step diagnostic framework before blaming underperforming reps (mirror, process, employee), why cold calling isn't dead but single-channel outreach is, and how to use content as a 24/7 salesperson.
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.
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