Blogs

Sales is a formula, not a feeling.

Notes on the Revenue Velocity Framework, the workflows that actually move the revenue number, and why most teams are pulling the wrong lever.

The New York Stock Exchange trading floor on Wall Street
Frameworks

The Sales Equation: Why Revenue Is a Formula, Not a Feeling

Sales gets talked about like an art. It behaves like math. Here is the equation underneath every revenue number, and which variable to pull first.

6 min read
Workers on the Ford Motor Company moving assembly line, 1913
Workflows

The Follow-Up Workflow Most Teams Get Wrong

A lead converts or goes cold in the gap between 'we should follow up' and someone actually doing it. Most teams never close that gap.

5 min read
Portrait of an American football coach, 1900
Coaching

Why Most Sales Coaching Doesn't Work

Most coaching is generic advice delivered on a schedule, disconnected from what actually happened on a rep's last ten calls.

5 min read