Deals. Pipeline. Forecasts. Opinions. Mistakes. Lessons.

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09.06.2026

How Claude Enables Your Sales Playbook

A QR code etched into dark metal with an orange edge light - AI in B2B sales.
AI in Sales
09.06.2026

Integrating AI into the Sales Process: An Operator's View

A QR code etched into dark metal with an orange edge light - AI in B2B sales.
AI in Sales
07.06.2026

Closing OS vs MEDDPICC: A Framework and the System That Runs It

Qualification & MEDDPICC
06.06.2026

How to Coach Deals with MEDDPICC

A manager and rep reviewing a live deal against MEDDPICC in a coaching session.
Qualification & MEDDPICC
06.06.2026

MEDDIC vs MEDDPICC vs MEDDICC: What the Extra Letters Add (and Which to Use)

A side-by-side comparison of the MEDDIC, MEDDICC and MEDDPICC qualification frameworks.
Qualification & MEDDPICC
06.06.2026

Why MEDDPICC Fails (and How to Make It Stick)

A thumb adjusting a precision measurement dial, representing qualification discipline behind MEDDPICC.
Qualification & MEDDPICC
01.06.2026

Why geopolitical uncertainty is now a revenue-execution problem

Rolled technical blueprint with an orange edge light - market and uncertainty.
Sales Repeatability
27.05.2026

When geopolitical uncertainty hits, founder-led sales breaks first

Rolled technical blueprint with an orange edge light - market and uncertainty.
Founder-Led Sales
22.05.2026

How investors can spot revenue-execution risk before a miss

Rolled technical blueprint with an orange edge light - market and uncertainty.
Forecast Accuracy
18.05.2026

What practical commercial support founders need when markets tighten

Rolled technical blueprint with an orange edge light - market and uncertainty.
Founder-Led Sales
13.05.2026

AI in B2B Sales: What Works and What Doesn't

A QR code etched into dark metal with an orange edge light - AI in B2B sales.
AI in Sales
08.05.2026

Founder-Led Sales: When It Works and How to Move Beyond It

A draughtsman's compass standing on a technical blueprint - founder-led sales and hiring.
Founder-Led Sales
04.05.2026

Hiring Your First Salespeople: The Transition From Founder-Led Selling

A draughtsman's compass standing on a technical blueprint - founder-led sales and hiring.
Founder-Led Sales
29.04.2026

First Meetings: How the First Sales Conversation Sets Every Deal That Follows

A thumb adjusting a precision measurement dial - qualification and discovery.
Qualification & MEDDPICC
24.04.2026

How to Run Discovery Calls in B2B: What First Meetings Actually Need to Achieve

A thumb adjusting a precision measurement dial - qualification and discovery.
Qualification & MEDDPICC
20.04.2026

How to Get a Meeting with the C-Suite

A thumb adjusting a precision measurement dial - qualification and discovery.
Qualification & MEDDPICC
15.04.2026

Why Enterprise Sales Is Won Before the Proposal

Architectural concentric-circle blueprint — enterprise deals and win rate.
Enterprise Sales
10.04.2026

Enterprise Sales: What Changes When You Move Upmarket

Architectural concentric-circle blueprint - enterprise deals and win rate.
Enterprise Sales
06.04.2026

What Mid-Market B2B Sales Actually Requires

Architectural concentric-circle blueprint - enterprise deals and win rate.
Enterprise Sales
01.04.2026

The Sales Behaviours That Win in High-Velocity B2B

Architectural concentric-circle blueprint - enterprise deals and win rate.
Sales Enablement
27.03.2026

Sales Qualification: The Standard That Separates Pipeline From Forecast

A thumb adjusting a precision measurement dial - qualification and discovery.
Qualification & MEDDPICC
23.03.2026

Forecast Accuracy: Why B2B Forecasts Miss and How to Fix Them

A precision gauge resting at zero on a light blueprint grid - forecast accuracy.
Forecast Accuracy
18.03.2026

What Makes a Sales Process Repeatable

A row of identical dashboard screens - a repeatable sales process.
Sales Repeatability
13.03.2026

What a B2B Sales Playbook Actually Is (And Why Most Don't Work)

A row of identical dashboard screens - a repeatable sales process.
Sales Playbooks
09.03.2026

How to create a sales playbook that works

A row of identical dashboard screens - a repeatable sales process.
Sales Playbooks
04.03.2026

How to Reduce B2B Sales Cycle Length

Architectural concentric-circle blueprint - enterprise deals and win rate.
Enterprise Sales
27.02.2026

How To Actually Roll Out A Sales Method

A row of identical dashboard screens - a repeatable sales process.
Sales Repeatability
13.02.2026

From revenue surprises to early intervention

A precision gauge resting at zero on a light blueprint grid - forecast accuracy.
Forecast Accuracy
12.11.2025

GTM questions asked and how we answered - Nov '25

A row of identical dashboard screens - a repeatable sales process.
Sales Repeatability
10.10.2025

GTM questions asked and how we answered - Oct '25

A row of identical dashboard screens - a repeatable sales process.
Sales Repeatability
11.09.2025

GTM questions asked and how we answered - Sept ‘25

A row of identical dashboard screens - a repeatable sales process.
Sales Repeatability
19.08.2025

How To Create A Repeatable Sales Process

A row of identical dashboard screens - a repeatable sales process.
Sales Repeatability
17.08.2025

How To Actually Roll Out a Sales Method Using the RevOp Framework

A row of identical dashboard screens - a repeatable sales process.
Sales Repeatability
13.08.2025

Win rate is the cleanest signal of sales health for a start‑up

Architectural concentric-circle blueprint - enterprise deals and win rate.
Enterprise Sales
06.08.2025

How B2B sales really works - The 10 core principles you need to know

A row of identical dashboard screens - a repeatable sales process.
Sales Repeatability
15.07.2025

Forecast accuracy: the founder’s discipline (and how to reach ±10%)

A precision gauge resting at zero on a light blueprint grid - forecast accuracy.
Forecast Accuracy
02.07.2025

How to Build a Repeatable, Buyer Centric Sales Process

A row of identical dashboard screens - a repeatable sales process.
Sales Repeatability
26.06.2025

7 Steps to Win Buying Group Consensus and Cut Deal Slippage

A thumb adjusting a precision measurement dial - qualification and discovery.
Qualification & MEDDPICC
10.06.2025

When & How to Hire Your First Sales Leader

A draughtsman's compass standing on a technical blueprint - founder-led sales and hiring.
Founder-Led Sales
04.06.2025

MEDDPICC, Explained: A Practical Guide for Founders & Sales Leaders

A thumb adjusting a precision measurement dial - qualification and discovery.
Qualification & MEDDPICC
28.05.2025

How do you actually reduce sales cycle length?

Architectural concentric-circle blueprint - enterprise deals and win rate.
Enterprise Sales
14.05.2025

From Gut Feel to Ground Truth: Operationalising Sales Forecast Accuracy

A precision gauge resting at zero on a light blueprint grid - forecast accuracy.
Forecast Accuracy
08.01.2025

How to Turn Customer Success Into Consultative Sellers & Measure the Impact To Drive NRR

A row of identical dashboard screens - a repeatable sales process.
Sales Enablement

The Sales Skills Rubric: How to Run It for Enablement (Not Just Hiring)

Sales Enablement

How AI Has Transformed Sales Enablement

Sales Enablement

Buyer Enablement vs Sales Enablement: What Revenue Leaders Actually Need

Sales Enablement

How to Measure the Impact of Sales Enablement

Sales Enablement

Driving Lasting Behaviour Change in a Sales Team

Sales Enablement

Why Sales Training Doesn't Stick (and How to Fix It)

Sales Enablement

Why Sales Competency Models Fail (and What to Build Instead)

Sales Enablement
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