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The Balanced Beat by Chris Dickhans
The Balanced Beat features real-life anecdotes and observations shaped by experiences as a technology leader and transformational change management executive.
Each post provides a brief, yet meaningful, look into challenges and lessons aiming to spark ongoing dialogue rather than provide exhaustive analysis. By blending strategic wisdom with candid commentary, readers can expect thought-provoking, original viewpoints designed to illuminate the evolving landscape in today's environment.
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Shortening the Sales Cycle and Boosting Predictability
I’ve seen complex SaaS deals stall for the same reasons: misaligned value, fuzzy economics, and unclear decision maps. What if you fixed all three? Start with value engineering — quantify the business impact, not the features. Then lead outcome-based pricing conversations that tie cost to measurable outcomes and reduce procurement pushback. Finally, map stakeholders with surgical precision so you invest time with the true decision-makers. Each technique shortens cycles an
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Jan 81 min read
High-Performance Sales Cultures
After two decades in SaaS leadership, I’ve boiled high-performance sales cultures down to three repeatable levers: hiring rituals, performance rituals, and data-driven feedback loops. Why these three? Because they deliver measurable outcomes: faster ramp time for reps, more consistent quota attainment, and lower churn. Hiring rituals ensure you hire for predictable behaviors, not just CVs. Performance rituals create rhythm — weekly coaching, clear scorecards, relentless foll
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Jan 51 min read
Reframe How You Think About Sales
I recently partnered with a CRO to reframe how he thought about sales: shifting from activity-focused execution to a strategic, value-led approach that increased ACV and secured longer contract terms, shortened sales cycles, and elevated the quality of the conversation. Here’s how it happened and how you can copy it. First, we shifted the mindset from “closing deals” to “coaching sellers.” Then we focused on ensuring each seller was in the driver's seat even if it was a part
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Jan 51 min read
Clarity Beats Courage
This year taught me one clear truth: clarity beats courage without a plan. Which priority will actually move your revenue needle in Q1? Pick one. Align the team. Measure it weekly. Remove distractions. Repeat. I’ve used this focused approach to build predictable, high-performance sales cultures—frameworks that turn activity into outcomes. If you want a simple, practical way to set that single, high-impact priority for Q1, grab the planning worksheet and make the quarter count
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Jan 51 min read
SaaS Revenue and Operational Excellence
I’ve spent two decades leading SaaS GTM teams. Here are three practical New‑Year sales resets you can start this week to drive measurable Q1 revenue gains. 1) Free seller capacity: remove non‑selling admin from reps’ plates to shorten deal cycles by 15–25%. 2) Re‑anchor metrics: focus scorecards on lead‑to‑opportunity behaviors to improve forecast accuracy and pipeline conversion. 3) Reestablish coaching cadence: weekly micro‑coaching to lift win rates and ramp time. Each res
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Jan 51 min read
Key Strategic Priorities
CXpert Solutions & Advisors LLC As 2025 draws to a close, I'm wishing everyone a Happy New Year filled with health, prosperity, and meaningful breakthroughs. Here's to stronger partnerships, smarter tech-enabling customer experiences, and scaling solutions that truly make a difference in sales, operations, compliance, and beyond. Grateful for the connections here—let's make 2026 even better! 🎉 #KeyStrategicPriorities #Innovation #SalesLeadership #OperationalExcellence
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Jan 51 min read
Creating Space for Real Progress
I’ve seen strong teams lose momentum because of how the work is structured. Manual tasks like pulling reports or chasing updates take...
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Sep 18, 20251 min read
Why Confidence, Not Urgency, Fuels Sales Success
#SalesLeadership #PerformanceCoaching #TeamCulture
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Sep 18, 20251 min read
Redefining the Performance Curve Using MEDDPICC
Every sales org says they want better results. The question is: where are you focusing your energy? This is the framework I use with...
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Sep 18, 20251 min read
Chasing Metrics Across Disconnect Platforms
Enterprise leaders are tired of chasing metrics across disconnected platforms. ISG’s latest research confirms a shift: CX software is...
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Sep 17, 20251 min read
4 Essentials That Set High-Performing Teams Apart
Great sales leaders do not leave results to chance. They focus on four essentials that set high-performing teams apart. - Vision and...
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Sep 17, 20251 min read
Clarity is the Currency of Sales Leadership
The strongest sales teams do more than pass along information. They turn complexity into clarity for every customer. This takes time but...
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Sep 17, 20251 min read
Critical Competencies of Effective Sales Leaders
When a team struggles, the root cause usually lives in one of six places. The same holds true when they succeed. 🔹 Talent Acquisition 🔹...
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Sep 17, 20251 min read
What is a "Me Too" Gauge?
Many teams are handed strategies that look impressive but lack relevance to the real business environment. They check boxes, follow...
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Sep 17, 20251 min read
5 Sales Growth Strategies
There’s no shortage of advice on how to drive sales, but this article distilled five strategies that are actually worth applying. ✔ ...
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Sep 17, 20251 min read
AI is a Core Driver for Every B2B Revenue Team
AI is now a core driver on every B2B revenue team. Recent research confirms that every leader surveyed is actively using generative AI to...
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Sep 17, 20251 min read
Let's Stop Winging It
We don’t scale revenue by hoping reps “just figure it out.” We scale by giving them systems that clarify the why, the how, and the who,...
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Sep 16, 20251 min read
Why Sales Ops is the Backbone of SaaS Growth
Scaling SaaS isn’t about chasing more deals, but designing Sales Ops that scale with the business. From my experience at high-growth...
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Sep 16, 20251 min read
AI in Sales: Incredible When It Works
AI can help sales teams achieve incredible efficiency, but no technology can replace the need for thoughtful human oversight. I read...
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Sep 16, 20251 min read
Competitive Differentiation
Standing out in a competitive market takes more than great features. It demands clarity, discipline, and a team-wide commitment to...
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Sep 16, 20251 min read
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