About this episode
Companies often treat missed quarters as a talent issue, but this episode reframes underperformance as a system design problem.
Brandon breaks down three failures leaders routinely blame on AEs: stale data, ineffective enablement, and slow or broken handoffs.
You’ll learn how poor inputs destroy belief before skill, why good systems make average reps look great, and how competitors with stronger infrastructure win even with less “talent.”
Brandon outlines what sales ops, enablement, and RevOps must fix first, and why replacing people without fixing inputs guarantees repeated failure.
If your team is working hard but still missing, this episode shows where the real leverage lives.
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