Archive
Category: Sales Process
The Sales Training Misallocation Problem: Why 80% of $5.7B Industry Budget Goes to the Wrong Skills (RevHeat Analysis)
I’ve watched companies burn $5.7 billion annually on sales training that makes almost zero difference. RevHeat’s State of Sales Skills research reveals a striking training…
SDR Cost Per Meeting: Why It Increased 270% from 2020 to 2025 (RevHeat Research Report 3.6)
By Ken Lundin, CEO of RevHeat The SDR cost per meeting exploded from $143 in 2020 to $529 in 2025. That’s a 270% increase in…
Sales Training Strategy: Why System Skills Beat Relationship Skills by 3-5x
I’ve watched hundreds of founders pour six figures into sales training every year. Most of it goes straight down the drain. The culprit? A stubborn…
AI SDR vs. Human SDR: The Break-Even Analysis Showing AI Becomes Cheaper at Month 6-7 (If You’re Over $500/Meeting)
I’ve watched hundreds of founders agonize over the AI SDR vs human SDR decision. Nearly all of them are solving the wrong equation. Ken Lundin…
The 6% Sales Performance Gap: Why Only 6% of Sellers Have the Complete Elite Skill Set (2.5M Seller Benchmark)
Here’s the uncomfortable truth about sales performance: if you picked 100 sellers at random, only 6 would have the complete skill set to consistently win…
System Skills vs. Relationship Skills: The 600% Social Selling Gap and What It Means (RevHeat 2.5M Seller Analysis)
I’ve watched hundreds of founders double down on relationship training. Their sales teams flatline. They send reps to charm school. They invest in golf outings.…
The CRM Adoption ROI Calculator: Why 30% Adoption Costs You $251K Annually
I’m Ken Lundin. I’ve watched hundreds of founders blame their sales teams for poor CRM adoption. “They’re just not disciplined,” they say. “They hate admin…
The Sales Operations Blueprint: 11 Core Functions That Enable Scalable Revenue (SMARTSCALING Framework)
I’ve watched this pattern repeat hundreds of times. A founder hires their third or fourth rep. Within sixty days, the wheels come off. At RevHeat,…
Sales Analytics Framework: The 12 Metrics That Diagnose Revenue System Health
I’ve looked at thousands of sales analytics dashboards. Here’s what I see: founders at $2M–$10M tracking calls, emails, and meetings. They’re running a call center…
Sales Coaching Framework: Building 1:1 Coaching Cadences That Actually Improve Performance
Most sales coaching fails because managers focus on the wrong competencies. I’ve watched hundreds of sales leaders spend hours in 1:1s reviewing deals. They discuss…
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