Enterprise sales is at a breaking point.
Quota attainment is collapsing.
AE productivity is falling.
And the default response from revenue leaders?
👉 Buy more tools. Add more dashboards. Add more noise.
In this episode of Making Revenue Tick, Douglas Mancini breaks down why enterprise quota attainment is stuck at 40% — and how to build a real enterprise motion that consistently gets reps to 100%+ without adding headcount or tech.
Douglas has been in Strategic Sales through Sun Microsystems, SAP, Oracle, Criticizer and Okta (plus many startups). He’s built enterprise teams through every GTM phase — from chaos to scale — and has seen firsthand what actually moves quota attainment.
This is the unfiltered operating manual for enterprise sales leaders, CROs, VPs of Sales, and founders selling upmarket.
🎙️ In This Episode, You’ll Learn:
💥 Why enterprise AEs miss quota — and why tools make it worse
The hidden forces killing productivity: fragmented systems, inaccurate forecasting, broken enablement, and inconsistent deal qualification.
💥 The “Deal System” great enterprise orgs use
How elite teams structure deal reviews, MEDDIC/MEDDPICC enforcement, and strategic account planning to remove randomness from the sales cycle.
đź’Ą Why managers (not reps) are the real multiplier
How world-class front-line managers drive predictable pipeline generation, deal inspection, and execution — and why most orgs hire the wrong ones.
đź’Ą Pipeline reality vs. pipeline theatre
Why 70% of pipeline is “dead on arrival” — and how to fix it with ruthless qualification, customer-aligned stages, and cross-functional accountability.
đź’Ą How to reduce tool bloat and increase rep capacity
The 3 systems enterprise sellers actually need — and everything else that slows them down.
đź’Ą What separates 100%+ enterprise reps
The mindset, habits, deal discipline, executive alignment, and customer rigor that consistently drive top performance.
👤 About Douglas Mancini
Douglas Mancini is one of Enterprise Sales veterans. He lives and breathes strategic deals.
🎯 Who This Episode Is For
CROs + VPs of Sales trying to lift AE performance
Enterprise founders moving upmarket
Sales managers who want to run real deal inspections
Enterprise AEs looking to hit 100% consistently
RevOps + Enablement teams cleaning up process and systems
Anyone stuck in a sea of tools but starving for execution clarity
Follow Douglas on LinkedIn:
👉 https://www.linkedin.com/in/domancini/
Follow Richard on LinkedIn:
👉 https://www.linkedin.com/in/richwash/
Read Growth Magnet:
👉 https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
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