Scott Channell spent three decades working directly with B2B sales teams on the problems that determine whether capable people produce at the level their ability warrants — appointment setting, messaging, scripting, and the decisions that drive whether the right conversations get started and converted. That work spanned a wide range of industries and organization sizes, from individual practitioners to Fortune 100 institutions, nationally recognized brands, and the largest franchisor in the United States.
Eight books on sales and business development and more than 150 articles on ScottChannell.com document what that experience revealed: the gap between capable sales professionals and top performers is rarely a talent problem or an effort problem. It is a decision problem — specific decisions, made differently and consistently, that widen or narrow the gap between what capable people produce and what they are capable of producing. Those patterns are observable, consistent across industries, and grounded in behavioral science research that confirms what practitioners have long known from experience.
BizDev Champs Magazine is the editorial expression of that thinking — a research-grounded publication that brings together the behavioral science and the practitioner evidence behind the decision framework that separates top 10% performers from the capable majority. Scott serves as Publisher and Managing Editor, applying the same standard of rigor to the editorial work that three decades of direct client engagement demanded in the field.