Most commercial leaders think they’ve got a pipeline problem when they’ve actually got a systems diagnosis problem. This conversation with Michael Manzi gets into the difference between copying tactics and actually understanding what drives performance. There’s a massive difference.

We talked about why most sales playbooks fail when they’re transplanted into a new business, how leaders accidentally drive top performers out of the door, and the one variable Mike found that doubled a sales team’s win rate in 30 days. If you run a revenue function, there’s a lot in here worth stealing.

A lot of leaders confuse tools with strategy. That’s where things start breaking.

If you enjoyed this one, follow the show, leave a review, and share it with someone carrying a revenue number on their back right now. These conversations are for people trying to build something real, not just sound clever in a board meeting.