Here's something that might surprise you: the biggest threat to your sales team's success sometimes isn't the competition, market conditions, or even bad delivery. Sometimes it’s their sales manager.

In the past 10 years of running Pitch Lab, I've watched countless well-intentioned sales leaders hurt their teams through misguided kindness, conflict avoidance, and a fundamental misunderstanding of what good leadership actually looks like.

Your salespeople hate roleplaying.

You know this. I know this.

But here's the thing: your team still needs practice. They just don't need fake practice.

During my time as a stand-up comedian, I learned something crucial about getting better at anything that requires real-world performance.

2025 has proven so far that B2B sales is getting tougher.

The companies that will survive have sales infrastructure strong enough to adapt when the ground keeps shifting.

Answer these ten questions honestly. The more questions you answer with "yes," the stronger your foundation for scaling revenue through whatever uncertainty lies ahead.

One thing that's always stuck with me during my time as a stand-up comedian is the way comedians practice. They're out there night after night, sometimes multiple times a night at different open mics, honing their skills, trying out new material, and perfecting their timing. They're constantly improving regardless of who's watching.

So why don't salespeople have an open mic like comedians do?

Recently, I watched a promising enterprise deal slip away when a top performer made a critical mistake: jumping straight into capabilities before establishing value. The most successful sales organizations win at premium prices by following a proven framework that positions value before investment.

Let's explore the seven essential elements that will help your sales team deliver winning pitches and close more deals:

After 25 years in sales and eight years as a consultant and trainer, I've learned that overhauling a sales culture is not for the faint of heart.

If you're a CEO considering this type of endeavor, you need to understand one thing upfront: this is a commitment that requires nerves of steel, decisive leadership, and most importantly, the courage to face significant team turnover.

Are you looking to expand your sales force across the nation? Scaling a distributed sales team comes with unique challenges. At Pitch Lab, we've learned valuable lessons about fast growing sales teams from both our successes and mistakes.

Here are five critical tips to help you grow your remote sales organization effectively: