Mutual Project Plans (MPPs) are game-changers in complex SaaS sales. By aligning both buyer and seller on clear milestones, responsibilities, and timelines, MPPs turn interest into commitment, unblock internal approvals, and reinforce ROI. I've seen MPPs shorten sales cycles, boost stakeholder alignment, and improve forecast accuracy—making them a must-have for high-ACV and enterprise deals.

Even the best sales reps need to revisit the basics. In today’s fast-paced, AI-driven sales world, fundamentals like active listening, strong discovery, and objection handling are more critical than ever. Top performers don’t outgrow Sales 101—they master it repeatedly to stay sharp, avoid bad habits, and consistently win deals. Going back to the basics isn’t a step back—it’s how you stay ahead.

by Chris McNeilly , AI and Machine Learning Leader In the era of AI-accelerated development, where teams can generate and deploy features...