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Predictability is a leadership choice. G.A. Bartick teaches that while customers and situations vary, a well-defined process absorbs variability and produces reliable outcomes. His 3×5 card demonstration shows the pattern: the right steps, the right tools, and enough practice to “execute the fundamentals under pressure.” For decision-makers, this FAQ clarifies why process outruns raw talent, how tools fit, and how…

Sales teams often mistake busyness for progress. In this short talk, G.A. Bartick argues that most reps start their day at the bottom of the funnel—pushing late-stage deals over the line—and then stay there. The result is predictable: short-term spikes followed by droughts. Top performers behave differently. After handling imminent closes, they immediately move “above the funnel” into activities that…

Sales success isn’t just about closing—it’s about creating tomorrow’s pipeline. In this FAQ, G.A. Bartick explains “above the funnel” work: prospecting, marketing, networking, and outreach that generate new conversations. Many reps live at the bottom of the funnel, pushing deals across the finish line while neglecting demand creation. The result is predictable: short-lived spikes followed by dry spells. Top performers…