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...
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...
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...
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...