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
Champion in MEDDPICC: How to Tell the Real from the Fake
Key Takeaways A real MEDDPICC champion is defined by three things: they need your solution to succeed, they carry credibility…
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…
Channel & Partner Ecosystem
Sales Program Design: The Foundation That Turns Effort into Predictable Growth
Key learning Great sales results rarely come from motivating people harder. They come from designing environments where the right behaviours…
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…
Generic
MEDDIC Metrics: How to Connect Your Product to Real Business Outcomes
Key takeaways Why MEDDIC Metrics Separate “Nice-to-Have” From “Must-Have” Every buyer runs a mental calculation before committing to a purchase.…
MEDDICC
Decision Process in MEDDIC: The Roadmap Every B2B Seller Needs
Key takeaways Why the decision process in MEDDIC is the heartbeat of every complex deal In B2B sales, most lost…