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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

Losing a deal... and a job

Deals don’t just disappear. This piece explores the qualification gaps that quietly turn momentum into regret.

Pipeline & Deal Velocity

What Don't You Know About Your Deals?

Pipeline & Deal Velocity

Your 25% win rate is lying to you.

GTM & Strategy, Demos, General

The Sales v Marketing referee

All posts

Newest first. Filter by topic to narrow the focus.

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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Pipeline & Deal Velocity

19 May 2025

Do you REALLY have an ICP?

ICP clarity shapes everything downstream. This article questions whether you truly know who you’re built for.

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Leadership

12 May 2025

How long is the Founder in sales?

Founder-led sales cycles often stretch invisibly. This piece explores how long founder dependency should persist.

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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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