by Tris Brown | May 31, 2026 | Solution Selling
Too Many Sales Teams Miss QuotaAccording to Forrester, average B2B quota attainment is only 47%. Sales rep simulation data confirms that sales quotas are increasingly difficult to meet for most sales reps. While many sales leaders attribute missed sales targets to:...
by Tris Brown | Apr 30, 2026 | Solution Selling
The Sales Training Advantage: How Top Sales Teams Consistently Outperform with Strategic Sales TrainingProject postmortem data reveals that sales success rarely happens by accident. The highest-performing sales teams consistently separate themselves by: Ensuring...
by Tris Brown | Mar 31, 2026 | Solution Selling
Sales Behaviors That Drive Revenue: The Top 4Because it is easier to track and measure, sales organizations rarely struggle with sales activity. They struggle with sales effectiveness. Sales leaders see full pipelines and active dashboards, and yet revenue growth lags...
by Tris Brown | Feb 21, 2026 | Solution Selling
Focus on the Right B2B Buyers in 5 Research-Backed StepsIn B2B solution selling, revenue and win rate do not increase from chasing more prospects. Trying to be all things to all people dilutes focus, value, and differentiation. Profitable growth comes from targeting...
by Tris Brown | Jan 31, 2026 | Solution Selling
How to Win a Competitive Sales SituationIn a competitive sales situation, some approaches matter more than others. It is rarely as simple as having the superior offering. Business sales training research tells us that buyers are more informed, under intense pressure...
by Tris Brown | Nov 30, 2025 | Solution Selling
How Effective Sales Training Changes Selling Behavior — and Drives Measurable Revenue Impact Sales training is often mistakenly treated as a knowledge transfer exercise. New sales frameworks are introduced, sales skills are demonstrated, and sales teams leave...
