about the episode
In this kickoff episode of The Margin Makers, Dave and Bryan unpack why so many C-suite teams think they have a winning growth model when in reality, the sales organization is built for a market that no longer exists. They challenge the idea that more leads or more activity equals progress and spotlight how true margin-driven growth requires a fundamentally different operating rhythm inside the sales function.
Key points:
- The illusion of growth vs. actual growth
- Why “more” (leads, activity, tools) often hides deeper problems
- The risk of growth stalling when sales orgs are built for legacy buyers
- Real-world examples: margin erosion, sales resource misalignment, and “default” growth plays that no longer work
- What it means to rewire a sales org for adaptability, value co-creation, and upstream access
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