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
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.