The Victors

🚨 I read a Hemingway pastiche about a college football message board this morning.

It changed how I think about enterprise pipeline forever.

Let me explain. 👇

Two men sit under acacia canvas. Warm gin. A double-barrel rifle. Dust.

They are not discussing safari.

They are discussing **churn**.

Here's what most sales leaders miss:

🦁 **"The board is always in a panic."**
Your prospects are ALWAYS in a panic. The panic is not the signal. The panic is the weather. Stop selling to the panic. Sell to the dust and dry grass underneath it.

🎯 **"The wind has shifted."**
The tracker didn't run a report. He didn't wait for Q3 attribution data. He *walked into the thorn scrub and read the ground.* When was the last time YOUR SDR team walked into the thorn scrub?

I'll wait.

🔫 **"When a rogue bull comes into camp, you do not try to reason with it. You shoot or you run."**
This is the single greatest framework for disqualifying a bad-fit lead I have ever encountered. I've already had it printed on canvas for our Detroit office.

Some of you are still running discovery calls with the rogue bull. Some of you are still sending a "just circling back 😊" email to the rogue bull.

Be honest with yourself.

🏈 **"We lost Haynes. Seven yards a pop."**
Your top AE will leave. Not maybe. Will. And when she does, everyone will look at Marshall. And the frosh.

Which brings me to my #1 leadership takeaway:

💥 **"Everything is good until the hit comes."**

I've built my entire operating philosophy on this. Not on Challenger. Not on MEDDPICC. On a fictional safari guide drinking gin that tastes like oil and juniper.

The hit is coming. It is coming for your forecast, your headcount, and your Q4.

The only question is whether you're cleaning your rifle when it arrives.

(P.S. — the hyena laughing "like a lawyer using ChatGPT" is the most accurate description of the modern GTM tech stack I have ever read. I don't make the rules.)

Grateful. Humbled. Building. 🙏

Agree? Repost if this resonated. ♻️

**#B2BSales #Leadership #Hemingway #GTM #Resilience #SalesLeadership #NoExcuses #Grit #FirstPrinciples**