Erica Weber

Your team is tracking 23 metrics in Gong. Twelve of them are making things worse. Gong is extraordinary. It captures so much — talk ratios, filler words, competitor mentions, question rates, deal timelines, engagement scores. The dashboard can look like mission control. And that's precisely the problem. When everything is measured, nothing is prioritized. The human brain can hold roughly four to seven items in working memory at a time. Ask a rep to optimize for twelve metrics simultaneously...

What's actually happening when a proposal comes down to dollars and cents. I want to push back on something that gets treated as gospel in almost every post-loss debrief I've ever sat through: "We lost on price." Sometimes that's true. Commodity bids, where every specification is identical and the only variable is the number on page 47, yes, price decides. But most of what gets called a proposal is not a commodity bid. It's a complex ask from an organization trying to make a consequential...

How to win in an evaluation process where a machine goes first Let's talk about something that's already happening and almost nobody is disclosing in their Request for Proposals: AI-assisted evaluation. Procurement teams are overwhelmed. They always have been. But now some of them have a new option. Feed all the proposals into a tool, let it score for compliance, flag gaps, surface differentiators, rank by criteria weight. A human still makes the final call, usually, but the shortlist the...