Why sales forecasts are inaccurate (and how to fix yours)
Every quarter it plays out the same way. The pipeline says one thing in week four and the closed number...
Why your reps aren’t using the CRM you bought
Six months after the rollout, the pattern is familiar. Deals sit in stages they left weeks ago. Notes stop appearing...
CRM pricing compared: what four popular plans actually cost at ten seats
Every CRM pricing page is designed to be read from the left. The cheapest plan sits first, the number is...
What a CRM should refuse to do
Software in this category grows by addition. A customer asks for something, it gets built, and the product is now...
Win-loss analysis: the sales report most teams never run
Ask a sales manager why they lose deals and you will get an answer within two seconds. Usually price. Ask...
Why we call sales tasks “Moves” (and why the name matters)
Every CRM has tasks. We deliberately do not, and the reason is not branding. The word you use for something...
Renewal management: why most CRMs stop at closed won
Ask a small B2B team how they manage renewals and you get one of four answers. A calendar reminder. A...
Nine questions to ask before you buy a CRM
Most CRM evaluations compare feature lists. Feature lists are close to useless, because every product in the category has a...
How to set up a sales pipeline (in an afternoon)
Most pipeline advice is written as though you are designing a system for a hundred people. You are not. You...
From founder-led sales to your first sales hire
Founder-led sales work, right up until they do not. They work because the founder knows the product completely, can make...