Stay sharp with the latest research from Revenue Journal

Deep dives, expert insights, and proven strategies from the team behind Pinnacle — helping you grow smarter, sell better, and stay ahead.

How to sell with your buyer and not to them

Nate has spent his whole career in B2B sales and is the co-founder of Fluint. Nate is also the writer behind The Enterprise Sales Playbook, in which he teaches a simple premise: how to sell with your buyer and not to them.

9 Takeaways from Brent Adamson on What World Class Selling Looks Like

World-class B2B selling wins by challenging assumptions, guiding buyers with evidence, and simplifying complex decisions through practical empathy.

How turning your buyer into the hero of your sales strategy can double your success rate

Sellers pitch intellectually, but decisions are emotional. Center early conversations on the buyer’s problems and outcomes, then the buyer Champion mediates the deal—doubling conversion potential.

10 Takeaways from Former FBI Hostage Negotiator Chris Voss on B2B Sales Negotiations

Chris Voss breaks B2B negotiations into practical moves: invite “no,” listen hard, surface hidden “black swans,” and use emotional anchoring over price to build trust and close better long-term deals.

John McMahon on how to build a winning sales culture

John McMahon lays out a winning sales culture: hire for character over experience, let reps who gravitate to big deals lead the charge and share learnings, and don’t mistake helpful coaches for true champions who influence decisions.

Why Ex-Athletes and Veterans Make Great Salespeople

5 Takeaways from our sitdown with JR Butler, CEO and & Founder of Shift Group.