by Bradley Gifford and Jay Harrison | Oct 15, 2025 | Blog
If your incentive plan still relies on heroic quarter-end saves, SPIFF roulette, and a quota cushion big enough to camp under, it’s time to grow up. Four moves that change the game: 1) Ruthless simplicity beats clever complexity. Three or four metrics, each with...
by Bradley Gifford and Jay Harrison | Oct 15, 2025 | Blog
For decades, CRM systems were built to keep companies informed — not sellers inspired. They preserved customer history, fed dashboards, and enforced uniformity. But let’s be honest: they also turned salespeople into unpaid data entry clerks. The result? Reps...
by Bradley Gifford and Jay Harrison | Oct 14, 2025 | Blog
It’ll be because an AI answered their question before they ever clicked. Here’s the uncomfortable shift (and how to exploit it): 1) The question beats the keyword. Search is now conversational. “What’s the best option for a 10-person remote team under...
by Bradley Gifford and Jay Harrison | Oct 13, 2025 | Blog
Hot take: The loyal customer you brag about might be the single biggest threat to your forecast. When one account holds a giant slice of your revenue, you’re not stable—you’re balanced on a shaky barstool. Four signals you’re in the Loyal Customer Trap—and how to...
by Bradley Gifford and Jay Harrison | Oct 13, 2025 | Blog
Yes, conditions tighten. No, that doesn’t explain everything. When spend shrinks, buyers don’t stop buying—they start prioritizing. The winners become uncuttable; everyone else becomes “later.” If your pipeline’s stuck and renewals wobble, the market isn’t your...
