Notes from the field.
Forecasting & Pipeline Management
Europe Holidays: The Real Impact on B2B Sales (vs. US)
Key takeaways Why Europe holidays have such a large impact on business planning Europe holidays expose a structural mismatch that…
Forecasting & Pipeline Management
B2B Sales Pipeline Metrics: Beyond Close Dates and Deal Amounts
Key takeaways Why B2B Sales Pipeline Metrics Need to Go Deeper Than Amounts and Dates Sales is a numbers game.…
Forecasting & Pipeline Management
Time in B2B Sales Deals: How It Kills Them or Closes Them
Key takeaways Why Time in B2B Sales Deals Is Never Neutral Sales professionals learn early that time kills deals. There…
CRM System Setup
What Is a CRM? The “C” That Most Companies Forget
Key takeaways What Is a CRM System, Really? When someone asks what is a CRM, the gut reaction is usually…
MEDDICC
BANT Qualification Framework: Keep Partner Sales Simple and Effective
Key takeaways What Is the BANT Qualification Framework? The BANT qualification framework is a structured method for evaluating whether a…
Forecasting & Pipeline Management
Undocumented Discounts in B2B Sales: Five Problems That Follow You for Years
Key takeaways Why undocumented discounts in B2B sales stay hidden at first In the weeks after a deal closes, undocumented…
Forecasting & Pipeline Management
CRM Adoption in Sales Teams: Why Fewer Fields Produce Better Data
Key takeaways Why CRM adoption in sales teams is lower than it should be Sales leaders often express pride in…
Forecasting & Pipeline Management
Discount Documentation in B2B Sales: The Step Everyone Skips
Key takeaways What discount documentation in B2B sales actually means Discount documentation is the practice of recording three things alongside…
Forecasting & Pipeline Management
BANT and MEDDIC Sales Qualification: How to Use Both Without Overcomplicating Things
Key takeaways BANT and MEDDIC sales qualification: what each framework actually does Sales qualification frameworks help reps ask the right…