Free download · 23 warning signs

Your sales team isn't failing. Your system is.

Most sales teams don't fail suddenly. They fail slowly, then all at once. The warning signs were always there. You just didn't know what to look for.

23 warning signs · Scoring guide · Action plan

What's inside

Discovery Failures
6 ways reps kill deals before they start
Pipeline Fiction
5 signs your forecast is a lie
Win Rate Killers
7 patterns that tank your close rate
Cycle Blockers
5 reasons deals take twice as long as they should

The diagnosis

Stop running a lottery system

You know that feeling. Pipeline looks healthy. Reps are busy. Then quarter-end comes and deals evaporate. "Priorities changed." "Decided to wait." "Lost internal support."

The problem isn't your reps. It's that you can't see what's broken. This index shows you exactly where the system is failing — with specific patterns I've seen destroy hundreds of millions in potential revenue.

Show me what's broken

Index preview

Discovery Failures

Reps pitch before they probe
No M.A.N. (Money, Authority, Need) captured
Single-threaded deals (one contact = dead deal)

Pipeline Fiction

Zombie deals: stuck 30+ days, going nowhere
Forecast swings 20%+ weekly
"Commit" deals that slip. Every. Single. Month.

+ 17 more warning signs...

FROM THE AUTHOR

"Most sales teams don't have a people problem. They have a systems problem. They're pedaling hard with the brakes on — wondering why the bike won't move."

Raju Bhupatiraju

27 years in enterprise B2B sales. Author of Magical Selling.