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Coles Raise The Bar. Step Up.: The Habits of Great Sales Athletes at Bayshore Shopping Centre in Ottawa, ON
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Your pipeline is full. Your forecast is fiction. Something is missing. The modern B2B sales profession is not failing because sellers lack tools. It is failing because sellers lack habits. The industry has spent two decades investing in CRM systems, enablement platforms, and AI tools while the fundamental disciplines of elite selling have atrophied. The result is that most B2B sales organizations are simultaneously over-tooled and under-skilled. The fix is not another platform or another methodology with a clever acronym. It is a return to the disciplines that made outstanding sellers great before any of this technology existed, updated for a world where the buyer has changed but human decision-making has not. Raise the Bar. Step Up. teaches seven foundational disciplines across eight chapters:The Why4 Framework: the strategic foundation for understanding why customers buy. Modern BANT: the discovery and qualification engine that drives everything else. Call Planning: the discipline of preparation that wins complex deals. Strategic Pursuit Planning: the one-page attack plan for every significant opportunity. The Joint Execution Plan: the operating system of the deal, built in partnership with your customer. The Why4 Stress Test: a structured discipline for pressure-testing your deal strategy before the market does it for you. Pipeline Management: where every other discipline becomes visible and accountable. Each discipline follows a consistent Why, How, and What teaching pattern. Each includes scored assessments and Health Check diagnostics that tell you exactly where you stand and what to work on next. Every framework is designed to be used immediately. You can read a chapter on Monday morning and use it on your Tuesday call. This book is not theory. These are the disciplines that become habits, built across four decades of selling, leading, and scaling revenue at Oracle, Apple, SAP, Honeywell, Halliburton, and four SaaS companies where Ken Powell served as CEO and President. These frameworks have been deployed by thousands of enterprise sellers globally. Whether you are a CRO transforming a B2B sales organization, a VP building a team, or an individual seller raising your own bar, this book gives you the frameworks to close the gap between the tools you have and the habits you need. Practice them with consistency and they become habits. That is the journey from knowing what to do to doing it without thinking. Downloadable tools, templates, and assessments available at salesmethod.com/book.
Your pipeline is full. Your forecast is fiction. Something is missing. The modern B2B sales profession is not failing because sellers lack tools. It is failing because sellers lack habits. The industry has spent two decades investing in CRM systems, enablement platforms, and AI tools while the fundamental disciplines of elite selling have atrophied. The result is that most B2B sales organizations are simultaneously over-tooled and under-skilled. The fix is not another platform or another methodology with a clever acronym. It is a return to the disciplines that made outstanding sellers great before any of this technology existed, updated for a world where the buyer has changed but human decision-making has not. Raise the Bar. Step Up. teaches seven foundational disciplines across eight chapters:The Why4 Framework: the strategic foundation for understanding why customers buy. Modern BANT: the discovery and qualification engine that drives everything else. Call Planning: the discipline of preparation that wins complex deals. Strategic Pursuit Planning: the one-page attack plan for every significant opportunity. The Joint Execution Plan: the operating system of the deal, built in partnership with your customer. The Why4 Stress Test: a structured discipline for pressure-testing your deal strategy before the market does it for you. Pipeline Management: where every other discipline becomes visible and accountable. Each discipline follows a consistent Why, How, and What teaching pattern. Each includes scored assessments and Health Check diagnostics that tell you exactly where you stand and what to work on next. Every framework is designed to be used immediately. You can read a chapter on Monday morning and use it on your Tuesday call. This book is not theory. These are the disciplines that become habits, built across four decades of selling, leading, and scaling revenue at Oracle, Apple, SAP, Honeywell, Halliburton, and four SaaS companies where Ken Powell served as CEO and President. These frameworks have been deployed by thousands of enterprise sellers globally. Whether you are a CRO transforming a B2B sales organization, a VP building a team, or an individual seller raising your own bar, this book gives you the frameworks to close the gap between the tools you have and the habits you need. Practice them with consistency and they become habits. That is the journey from knowing what to do to doing it without thinking. Downloadable tools, templates, and assessments available at salesmethod.com/book.
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