A stalled deal does not always mean a lost deal. It may be a signal that the buyer lacks clarity on what needs to happen next. This article explores why next steps tell a bigger story than most pipeline reports reveal, how managers can coach sellers more effectively, and why opportunity discipline matters as AI and next-best-action tools become more common in B2B sales.

Organizations invest significant time and resources helping people build new capabilities. But what happens after the workshop, coaching session, or “aha” moment can determine whether those capabilities ever become part of everyday performance. That's where managers matter. Employees return to real work and familiar habits. Without reinforcement, even a great new approach can quickly give way to what feels comfortable. Managers are in the best position to close that gap becau

The “aha” moment feels great—but what happens when the workday takes over? New capabilities compete with old habits, client pressure, limited time, and real-world situations that rarely go according to plan. Robert Reid explores why recognizing the moment to make a different choice matters and how practice, feedback, coaching, and reinforcement can help turn what we know into what we do more consistently, one real-world opportunity at a time.