Security review shows up in week 10 because nobody asked about infosec in week 2. The CFO kills it because the rep never met them. Late-stage surprises are early-stage questions nobody asked. MEDDPICC alone won’t catch them. Knowing which letters are blank on every deal will.

Enablement owns the training. RevOps owns the numbers. Almost nobody connects the two. Tomorrow at SEC Boston, Belal Batrawy is covering how to tie rep practice scores to stage conversion and spot deal risk early. Enablement track 10:15 AM ET. RevOps track 12:00 PM ET.