What Carl Jung Knew About Your Pipeline
And why it matters for your deals, your team, and your growth
Carl Jung, the Swiss psychiatrist who founded analytical psychology, described a failure mode that shows up everywhere in modern B2B sales.
We confuse the statistical with the real.
In The Undiscovered Self, Jung observed how modern institutions - medicine, psychology, government - operate through population-level thinking. Statistics, averages, norms. Necessary tools for running large systems.
But he also saw the cost.
The individual disappears.
Statistics describe populations.
They say nothing about a person.
Averages tell you what usually happens.
They do not tell you what will happen in this deal, with these people, under these constraints, right now.
Jung studied what this substitution does to medicine and society.
The same substitution destroys value in B2B sales - in your pipeline, in your team, and in the way you try to scale.
What this series explores
This series looks at what happens when Sales organizations start treating models as reality.
When they optimize for visibility and predictability - and lose judgment.
When they build systems for the average deal - and then wonder why the deals that matter don’t behave.
The first piece, “The Tyranny of the Average,” publishes soon.
As for the others - ask yourself a simple question:
Do you want visibility, or do you want quality?
I’m choosing quality.
They’ll publish when they’re done properly.
Talk soon.