Insight 80 · Work & Systems
The Lie We Keep Telling Ourselves About B2B Sales
Buyers aren’t avoiding sales conversations. They’re avoiding the pressure, harassment, and desperation we’ve normalized and the systems that reward it.
The accountability test
Can the decision survive informed questions?
This idea asks leaders to move past activity, convention, and confident presentation. The test is what the claim changes, who can question it, and what evidence supports the decision.
In work & systems, accountability means making assumptions visible, naming an owner, and connecting the work to an outcome people can recognize. If the reasoning cannot be explained clearly, the system is not ready to scale.
Source: The Lie We Keep Telling Ourselves About B2B Sales ↗Bring Jay into the work
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