Notes on building sales organizations that scale
Written from engagements with B2B technology companies — what actually breaks, and what fixes it.
9 min read
How to Assess a Sales Team: A Practical 7-Domain Framework
A step-by-step framework for assessing a B2B sales team across strategy, structure, execution, enablement, data, pricing and leadership — with the questions to ask and the traps to avoid.
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Nine Signs You Need a Fractional CRO (and Three Signs You Don't)
How to tell whether your company needs a fractional Chief Revenue Officer, when a full-time hire is the better call, and what the first 90 days should actually produce.
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Why Your Pipeline Isn't Converting: Five Root Causes Behind the Symptom
Low win rates are a symptom. Here are the five structural causes behind most B2B conversion problems — weak qualification, stage inflation, no champion, pricing governance and inconsistent inspection.
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Sales Enablement Strategy: What Actually Changes Rep Performance
How to build a sales enablement strategy that shortens ramp time and lifts win rates — the four components that matter, what to stop doing, and how to measure it.
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Sales Discovery Questions That Qualify, Not Interrogate
The B2B discovery questions that separate real opportunities from polite interest — organized by problem, impact, decision process, and commercial fit, with the traps to avoid.
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Designing a Sales Compensation Plan That Drives the Right Behaviour
How to design a B2B sales compensation plan: base/variable split, quota setting, accelerators, common failure modes, and the governance needed when you change it.
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How to Improve Sales Forecast Accuracy (Without a New Tool)
Why B2B forecasts miss, how to measure forecast accuracy properly, and the four process changes that tighten it — evidence-based stages, a call cadence, category discipline and manager consistency.
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A 30-60-90 Sales Onboarding Plan That Shortens Ramp Time
A practical 30-60-90 day sales onboarding plan for B2B teams — what a new rep must know and prove at each checkpoint, who owns it, and how to measure ramp time properly.
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