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Insights on scaling B2B revenue

Practical lessons from working with venture-backed SaaS teams.

Most shared with leadership teams

A few pieces that founders and revenue leaders come back to most.

Leadership

Your first sales leader probably shouldn’t be a CRO

Hiring a CRO too early is one of the most common and costly mistakes in early-stage commercial hiring. Your first sales leader needs to be on live deals, not building org charts - the job is to make founder-led selling repeatable before you scale anything.

Pipeline & Deal Velocity

What Don't You Know About Your Deals?

GTM & Strategy, Demos, General

The Sales v Marketing referee

Leadership

Losing a deal... and a job

All posts

Newest first. Filter by topic to narrow the focus.

Discovery

7 Jul 2025

Time kills all deals

Time is rarely neutral in pipeline. This article explains why delay quietly erodes probability.

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Leadership

2 Jul 2025

You MUST engage with the decision-maker, earlier

Skipping decision-makers early creates fragility later. This piece highlights why power engagement must happen sooner.

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Discovery

23 Jun 2025

🔑 Key tips for top Discovery 🔑

Elite discovery is disciplined, not accidental. This post distils key behaviours that raise call quality.

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Discovery

16 Jun 2025

A players are 55% better at Discovery

Top performers approach discovery differently. This article explores the measurable habits that drive the gap.

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GTM & Strategy

10 Jun 2025

Top performers don't discount.

Discounting signals positioning weakness more than pricing pressure. This piece reframes when and why it appears.

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General

2 Jun 2025

Positioning: are you talking about your product effectively?

Positioning determines how your product is interpreted. This post examines whether you’re describing features or outcomes.

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Practical thinking you can use immediately

Tools and insights for improving your revenue engine

Demo Training

Coach winning demos

Discovery Training

Qualify deeper, faster

AE Toolkit

Hire top performers

See more resources →

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