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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.

GTM & Strategy

11 Jan 2026

Your expansion plan is a fantasy

Expansion sounds strategic until it collides with operational reality. This article challenges the assumptions behind growth plans that look good in slides but fail in practice.

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Discovery, Demos

5 Jan 2026

Where deals are won or lost: Discovery & Demos

Most deals are shaped before procurement, pricing, or legal ever appear. This piece explains why discovery and demos do the real heavy lifting.

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GTM & Strategy, Leadership

15 Dec 2025

Doubling revenue without increasing headcount

More revenue does not always require more people. This article explores how better systems, priorities, and commercial discipline can unlock disproportionate growth.

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Pipeline & Deal Velocity

7 Dec 2025

Your 25% win rate is lying to you.

Win rate is one of the most misread metrics in sales. This piece explains how a seemingly decent number can hide deeper commercial problems.

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Leadership, General

30 Nov 2025

Is fractional just unemployment?

Fractional work attracts both skepticism and misuse. This article examines the difference between strategic fractional leadership and disguised underemployment.

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GTM & Strategy, Demos, General

24 Nov 2025

The Sales v Marketing referee

Marketing and Sales conflict rarely comes from personality. This post examines the structural tension between the two functions and how to referee it productively.

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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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