The Billion-Dollar Playbook

Someone is making a fortune from your sales training budget. It's not you. The global sales training industry generates $14 billion annually. It employs thousands of consultants, certifies millions of professionals, and produces enough acronyms to fill a dictionary. There's just one problem: 67% of sales transformations fail, and 60% of B2B deals still end in no decision. The methodologies were supposed to fix this. They didn't. The Billion-Dollar Playbook is the first book to expose how a handful of training pioneers in the 1970s built an industrial complex that now shapes every aspect of modern selling—from the questions your reps ask to the fields in your CRM. It reveals why the approaches designed to simplify selling made it impossibly complicated, and why the training companies have no incentive to tell you. The Methodology Gold Rush When Neil Rackham published SPIN Selling in 1988, he triggered an arms race. Suddenly, every consultancy wanted its own proprietary framework. Miller Heiman. Sandler. Solution Selling. Challenger Sale. MEDDIC. Each promised to be the definitive answer. Each spawned certification programmes, annual conferences, and fiercely loyal disciples. The result? Sales teams now juggle dozens of competing methodologies, none of which talk to each other. Reps collect certificates, like frequent-flyer miles. Enablement leaders spend more time managing training vendors than developing talent. And win rates remain stubbornly unchanged. The Software-Methodology Marriage The real transformation came when methodology met technology. Salesforce didn't just digitise your pipeline—it embedded specific sales behaviours into workflows used by millions. Oracle and SAP did the same. Your CRM now enforces methodological choices you may never have consciously made. The Billion-Dollar Playbook traces how this convergence created dependencies that most sales leaders still don't recognise—and how vendors profit from the complexity they helped create. The Insider's Perspective Gari Johnson spent four decades inside the companies that built the sales technology stack: IBM, Oracle, Salesforce, and Zendesk across Asia Pacific. He deployed every major methodology. He watched training companies rise and fall. He saw which approaches transformed organisations and which burned through budgets before anyone admitted failure. This isn't cheerleading for any particular framework. It's the critical examination the training industry needs but will never provide for itself. What You'll Discover: How the economics of certification created an industry more focused on renewals than results. Why the methodology that revolutionised Xerox failed spectacularly at IBM. What the most effective sales organisations do that the training programmes never mention. And why the future belongs to those who simplify rather than sophisticate. Book Two of The Revenue Renaissance Series Following A History of Enterprise Sales, this second instalment shifts from historical foundations to critical analysis. Where Book One explored how we got here, The Billion-Dollar Playbook asks the uncomfortable question: was it worth it? Written with the analytical rigour of serious business research and the irreverent wit of someone who's sat through too many methodology presentations, this is essential reading for sales leaders tired of funding training that doesn't work, enablement professionals questioning the certification treadmill, and anyone who suspects the emperor's wardrobe is looking rather thin. The training industrial complex has been selling the same wisdom in new packaging for fifty years. It's time someone told you what they're actually selling.