OK, Now What?
Hot Take: “Doing Nothing” Is Just Denial in Slow-Motion
The Takeaway
Last week we proved late access equals lost margin.
This week the question we’re focusing on is: “All right - what do I actually do next?”
Short answer:
Stop hiring for headcount; hire for altitude.
Re-allocate, don’t add, budget to fund an upstream shift.
Let AI handle low-margin tasks; let humans own margin-creating access.
Freezing is the costliest choice because the curve of change is steepening.
The answer isn’t “more dials” or “new tech.”
It’s a structured path that lifts reps upstream and higher in the buying journey.
We talk about this in our latest positioning paper - The Sprint to the Summit. Download below!
The Real Lesson – How Revenue Path Group Works With You
Step 1 – Reality Briefing (Week 1)
90-minute executive session that quantifies your Race to the Bottom.
Why it matters: leadership sees the margin leak in dollars, not theory.
Step 2 – Skill & Belief Assessment (Weeks 2-4)
A 162-attribute diagnostic for every seller + manager
Why it matters: pinpoints altitude gaps and self-limiting beliefs blocking early access.
Step 3 – Priority Position Workshop (Weeks 4-6)
We craft your threat-framing narrative, executive talk-track, and “Why this? Why now? Why us?” story.
Why it matters: gives reps language that earns C-suite meetings and defends margin.
Step 4 – Equip & Launch (Weeks 6-12)
Summit pitch deck, CEO-level offers, and Navi AI coaching for daily role-play and feedback.
Why it matters: reps practice upstream conversations every day- behavior change sticks.
Outcome: sellers initiate deals at the summit while AI handles late-stage quoting. Humans own the margin; bots own the paperwork.
Curious what this would look like for your team? Hit reply and let’s discuss.
Try This
Block 25 minutes with your leadership team and answer:
How many current deals did we initiate above VP level?
Did we engage before or after budget approval?
Whose narrative shaped the success metrics, ours or a competitor’s?
If the answers are blank or fuzzy, Step 1 (Reality Briefing) just moved to the top of your priority list.
In the Wild
LinkedIn chatter last week hammered some truths:
AI without positioning is automation of mediocrity. Faster follow-ups still land late if the message is off.
Execs want a roadmap, not a pep-talk. They need steps, not slogans.
Join the debate, or challenge the thinking, by following Bryan on LinkedIn: