Notes from the field.
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…
Forecasting & Pipeline Management
Lead vs Opportunity in CRM: How Mixing Them Destroys Your Forecast
Key takeaways Lead vs opportunity in CRM: why the distinction matters so much The lead vs opportunity distinction in CRM…
Forecasting & Pipeline Management
Enterprise Sales Cycle Planning: Why the 9-Month Rule Changes Everything
Key takeaways Why enterprise sales cycle planning starts before the funnel Most sales leaders focus on deals already inside the…
Forecasting & Pipeline Management
Deal Clustering in Sales Pipeline: Stop Averaging, Start Seeing
Key takeaways Why deal clustering in sales pipeline beats industry benchmarks Industry benchmarks give you a starting point. “Nine months…
Channel & Partner Ecosystem
Partner Economics in B2B SaaS: Why Revenue Sharing Is Only the Start
Key takeaways Understanding partner economics in B2B SaaS from the partner’s perspective The starting point for any channel strategy is…