Insights
B2B buying committees now have 10 stakeholders. 74% experience internal conflict. A mapping cadence that replaces the single-champion deal model.
Companies past $50M ARR generate 60% of new revenue from existing customers. The architectural choices that turn expansion into a compounding motion.
The "3x pipeline" rule is one of the most dangerous shortcuts in B2B sales. A coverage model based on stage progression, not dollar multiples.
Adopted MEDDPICC but deal outcomes haven't changed? The framework isn't broken — the manager coaching cadence around it is. Here's the redesign.
The average CRO lasts 25 months. A week-by-week diagnostic playbook for new sales leaders to survive (and reset) the critical first 90 days.
Best-in-class enablement delivers 84% quota attainment vs. 60% without. The three interventions that actually change rep behavior, not just content output.
How one $30M ARR SaaS client doubled win rate and cut sales cycle 31% by refining their ICP from a market segment into a 4-attribute profile.
Reps who get 2+ hours of coaching weekly close at 56% vs. 43%. The four-question template that replaces status updates with actual coaching.
Most weekly sales forecast calls are status theater. The cadence and structure that move forecast accuracy from 65% to 85% within two quarters.
B2B sales cycles are 25% longer than 5 years ago. The real driver isn't the economy — it's buying committee expansion. A diagnostic to cut yours back.
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