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WATCH | There’s No Second Place in Sales: Build Your Edge for 2026

Proven sales tactics from Jerry Swain and Randy Dewey to sharpen your edge in 2026

SEP 18, 2025Virtual

Event summary

When it comes to sales, there’s no second place.

The difference between hitting or missing your 2026 sales targets won’t be found in your CRM, your lead generation funnel, or your forecast. The edge lies in your people, specifically, in the conversation between your salesperson and the buyer.

And here’s the hard truth: only the top 2% of salespeople consistently execute a winning process. The other 98% wing it—and lose.

Watch the recording

What was covered

  • “$9M growth plan” may actually require $17M in sales once attrition, price timing, and customer churn are factored in.
  • Over 80% of salespeople have never been formally trained, meaning most are improvising and losing.
  • Sales forecasts often include unqualified opportunities; one rep carried a $1.4M “deal” for 10 months that never existed.
  • Objections aren’t roadblocks; they’re buying signals that reveal what matters most to the prospect.
  • The margin between first and second place is razor-thin. One skill gap can cost millions, just as a 0.5 stroke difference in golf equals $36 million in earnings.

In the room

Jerry SwainPartner & Coach, CEO Coaching InternationalRandy DeweyPartner & Coach, CEO Coaching International

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