Sales Insight, Advice and Ideas
Practical thinking on sales leadership, process and growth.
Sales Insight, Advice and Ideas
Why Your Pipeline Lies To You
Most sales forecasts are optimism with a spreadsheet wrapped round them. Stage definitions everyone applies the same way turn a wish list back into a plan you can run a business on.
The First 90 Days Of A Sales Hire
Hiring a salesperson is the easy part. What happens in the first three months decides whether they ever reach target, and almost all of it is inside your control.
What A Sales Audit Actually Finds
Nine times out of ten the problem is not the team. It is an unwritten process, a report nobody reads and a pricing model that quietly stopped making sense two years ago.
Stop Managing By Gut Feel
Instinct built plenty of good businesses. It stops scaling at the point where one person can no longer hold the whole customer base in their head, and that point arrives sooner than most owners expect.