Blog
Ideas for teams that sell
Practical notes on pipelines, quotes, follow-up and CRM adoption, for the people who run the sales numbers.
Latest articles
Pipeline Management
B2B Sales Process: How to Map Yours in 7 Steps
Seven steps to a B2B sales process your team will follow, from reading your last 10 wins to handoff checklists, approval bands and a 90-day review.
Choosing a CRM
Spreadsheet vs. CRM: 10 Signs Your Team Has Outgrown Excel
Ten signs your team has outgrown its spreadsheet, a test for each you can run on your own file, when a sheet is still enough, and three steps to switch.
Reporting & Forecasting
12 Sales KPIs Every Sales Manager Should Track (With Formulas)
Twelve sales KPIs with formulas, the CRM field behind each and how to read it, plus the five a sales manager should review every week.
Reporting & Forecasting
How to Build a Sales Forecast Your Leadership Can Trust
Four sales forecasting methods and when each fits, a weighted pipeline example in dollars, commit vs. best case, and a weekly review cadence to copy.
Leads & Prospecting
Lead Management: The Process From First Touch to Qualified Deal
Seven steps from first touch to deal: where a lead ends and a deal begins, when to use BANT or MEDDIC, a speed-to-lead target and five metrics.
Pipeline Management
What Is a Sales Pipeline? Stages, Examples, and How to Manage One
What a sales pipeline is, how it differs from a funnel, stages defined by buyer commitments, a worked B2B example, and the three metrics worth tracking.