Resources
Resources for closing more deals.
Practical thinking on pipeline velocity, sales accountability, and what actually moves a deal from “interested” to “signed.”
Sales process
Why the plan goes stale by week two
The plan was never the problem. It was where it lived.
Sales management
Coaching pipeline without micromanaging Reps
Visibility and surveillance are different. The difference is who the plan is for.
Procurement
The security review is not a side quest
Put the InfoSec and legal steps on the plan in week one, not week six.
Prospecting
What a “qualified meeting” actually means
A five-stage definition your whole team can agree on.
Deal reviews
Reading deal health at a glance
Three signals that point to a slipped close date weeks in advance.
Deal advancement
Touches are not progress
Ten calls and nothing moved. Why a busy week and a moving deal are two different things.
Pipeline
3 to 5 times pipeline is a hedge
Needing several times your target in pipeline is a symptom. Here is what it is a symptom of.