What we are seeing inside revenue organizations now.
Short, practical posts for CEOs, CROs, and VPs of Sales. Full posts are published on Substack.
Every Quarter, Something You Believe Stops Being True.
Why good go-to-market plans degrade without anyone noticing, and how to catch it on a schedule.
Estimates Change at Every Level. Buyer Data Doesn’t.
Why a forecast built on estimates is always off, and what to build it on instead.
You Know What Your Competitor Can Do. Do You Know What It Can’t?
Battlecards track features and pricing. The real opening is in what your competitor’s business model makes hard to deliver.
You Don’t Lose Late. You Discover the Loss Late.
Your CRM logs the loss at negotiation. The deal was decided four stages earlier. Here’s how to find where, and what to fix.
You Can’t Inspect Revenue Into Existence
More inspection doesn’t create more pipeline. Here is where the hours should go instead.
Your Biggest Competition
And you are probably not even acknowledging it.
The Method Is Leaving the Building
I am putting the Revenue Sequence™ into the world.
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