Trusting Buyers in the Complex Sale
Buyers Are Liars???? For decades, sales teams have repeated a familiar warning: “Buyers are liars.” It sounds seasoned and street-wise, the voice of experience. But it’s one of the most damaging phrases still circulating in B2B sales. Yes, buyers sometimes hold back. They soften objections, hide budgets, or avoid naming decision-makers. But most of the […]
How a CRO Builds a System: 2026 Revenue Planning
Most companies approach annual planning as a math exercise. They pick a target, divide it into quotas, and start assigning numbers. That may be enough to produce a plan on paper, but it rarely builds the alignment or visibility needed to drive consistent growth. This is where the difference between a Chief Sales Officer (CSO) […]
Conversation Accelerates Complex Sales
Humans are wired for dialogue. From our earliest survival instincts to today’s digital boardrooms, progress has always depended on understanding one another. Yet in sales, especially in the complex sale, dialogue often gives way to dictation. Too many reps still default to telling instead of discovering, pitching instead of exploring. That mistake slows everything down. […]
Ambition vs. Realism: Head of Sales Success
The Ambition Trap Every founder wants growth. Investors expect it. Teams need it. And in SaaS, ambition often gets translated into overly aggressive quotas and early hires. But here’s the problem: most SaaS reps never hit quota. Industry data shows that fully ramped SaaS sales reps hit only about 50–60% of their number on average. […]
Early Churn Is Your Best Teacher
Early churn is one of the most painful experiences for founders of B2B tech startups. You worked hard to close those first few deals, only to watch customers walk away. It feels like failure. And when cash flow is tight, it can feel like disaster. But here’s the truth: churn at the earliest stages is […]
10 Mistakes That Kill Startup Sales
When you’re running a startup, every sales conversation carries weight. One deal can shape your runway, your credibility in the market, and even your ability to raise the next round. The product matters, but what buyers are really testing is you. They are asking: Can I trust this founder and this team to deliver? Trust […]
Why Ego Kills Startup Go-to-Market Plans
The Quiet Reason Go-to-Market Plans Collapse A startup can have a groundbreaking product, a brilliant sales team, and a marketing plan that looks bulletproof on paper, and still watch its go-to-market (GTM) strategy implode. It happens more often than founders admit, especially in B2B tech startups. The common culprit isn’t lack of funding, bad timing, […]
Why Curious B2B Tech Marketing Teams Outperform
Two B2B Tech Marketing Teams Both have the same budget, tech stack, and target market. One steadily grows. The other stalls. The difference isn’t the tools they use or the number of campaigns they run. It’s how they think. The outperforming team treats marketing not as a checklist of tactics, but as an ongoing investigation. […]
Fractional Revenue Teams Drive Revenue Growth
The SaaS Growth Pattern You’re Not Seeing A growing SaaS company we ran into had all the right ingredients. The product solved a real problem. Sales leadership was experienced. Marketing was generating leads. Customer success was responsive and professional. Yet growth slowed to a crawl. The leadership team spent months reviewing metrics, adjusting campaigns, and […]
Individual Goals Break the Revenue Team
Why Smart Startups Treat Alignment as a System, Not a Slogan The marketing team hits its lead quota, but sales says they’re unqualified. Sales exceeds bookings, but customer success struggles with churn. Everyone’s working hard. Everyone’s doing their job. And yet revenue growth stalls…or becomes painfully unpredictable. Why? Because individual goals were optimized at the […]