Your top performers are 2-3x more productive than the rest. We close that gap.

Today's high performers are adjusting to evolving buyers far faster than their peers. The resulting productivity gap is growing — and the usual fixes aren't closing it. We study what actually drives the difference, and build programs that scale it across your organization.

Co-founded by the best-selling researchers behind The JOLT Effect, The Challenger Sale, and The Activator Advantage.

Explore How We Help

  
    What happens when  your middle 60% performers improve by 10%?
Predictable Revenue
LTV:CAC
Seller Engagement
Sales Expense
Unwanted Turnover
Wasted Time

Data-backed sales and sales leadership approaches that drive outcomes.

Win more deals, drive more predictable revenue and accurate forecasts, and scale high performance selling by getting the right team on the field and optimizing your sales operating rhythm.
Coach your sellers up or out, avoid quota gap, help sellers win better deals, optimize your operating rhythm with accurate and realistic forecasts.
Learn how high performing sellers beat status quo, the competition, and customer indecision. Overcome customers' fears of not achieving the outcomes we’re promising.
Roll out new skills and training that actually sticks, ensure your sellers and sales leaders turn the tools and knowledge you give them into results, and measure the impact of your programs.
Refine your processes and systems to enable and scale high performance selling. Drive better pipeline management and forecasting accuracy.

Learn more about our solutions

What's Changing with Buyers

Your buyers are changing. Most sales playbooks haven't caught up.

Today's buyers arrive more informed than ever, now armed with real-time, AI-powered objections. Even curious and excited purchasers face internal skepticism resulting in risk- and fear-based objections that stall deals.

Buyers struggle to find the "perfect solution" and increasingly expect certainty and guarantees before taking a leap of faith.

When buying changes, so should selling. That's why the buyer is our north star — and why it should be yours.

We built the world's largest AI/ML study of sales losses and found…

All losses result from an inability to successfully answer two questions

Source: The JOLT Effect — Matthew Dixon & Ted McKenna

How We Help

We don't just train sellers on how to engage. We build the judgment to interpret and respond to changing expectations

Make buyers fearless, not just fearful.

The standard playbook dials up the fear of not purchasing. But the bigger force stalling deals is the fear of purchases themselves failing. The best sellers make buyers fearful enough without them to want change, and fearless enough with them to take action. We teach both.

Sell the way high performers already sell.

High performers are the first movers of your team, who figure out how to adjust without being told or taught. Our programs are built from what these people have already proven works. And we screen specifically for skills that are transferable — not just what your best do, but what the rest can actually adopt.

Equip leaders to scale what works.

We help leaders to clear the clutter and focus their mindset and approach on the two things that actually move the number: getting and keeping the right team on the field, and optimizing how sellers spend their time. Everything else follows.

Apply it all to real deals, not hypotheticals.

We believe sellers learn best by doing — working actual deals with real risks and stakeholders. Training that isn't a tax on selling time. It is selling time.

Learn about our approach →

  
    
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The JOLT Effect is the most important advance in sales thinking since The Challenger Sale.
— EVP of Sales, Software Company
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You guys bring not only data-driven answers but practical and relevant actions my team can take right away.
— SVP of Sales, Healthcare Company
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Some of my favorite people to bring in to help when we are facing business-critical moments.
— CEO, Diversified Industrial Company

WHO WE ARE

Solutions backed by data

We bring to bear several decades of research, data science expertise tapping into millions of sales interactions and data points, and experiences advising and implementing our research models with thousands of sales and GTM organizations.