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…
Direct Sales
RFP Software Isn’t Enough: 4 Proven Moves for AI RFP Response
Key Takeaways on RFP Software and AI RFP Response Buyers increasingly use AI to benchmark incoming proposals against comparable project…
MEDDICC
Deal Push-Out in B2B Sales: Why Deals Slip and What You Can Do About It
Key takeaways What a deal push-out in B2B sales actually means Anyone who has led a B2B sales team knows…
Startups & Scaleups
SaaS Pricing Tiers: 4 Essential Ways to End Arbitrary Discounting
Key takeaways Why SaaS Pricing Tiers Beat a Value Story Alone Value-based pricing is one of the most discussed concepts…
Sales Management
Startup VP of Sales: Why a Startling 70% of Hires Fail
Key takeaways Why Founders Outsell Every Startup VP of Sales at First I have started a company from the ground…
Channel & Partner Ecosystem
B2B SaaS Partner Types: Choose the Right Model for Scalable Growth
Key Takeaways B2B SaaS companies can partner through five main models: reseller/VAR, referral partner, distribution partner, systems integrator, and ISV/technology…
MEDDICC
MEDDPICC Paper Process: Why Your Real Q4 Deadline Is November 20
Key Takeaways What Is the MEDDPICC Paper Process? MEDDPICC is a comprehensive deal qualification framework for complex enterprise sales. Each…
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…
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…