Blog
Go-To-Market
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
If Your Company Might Only Last Six Months, Your Sales Math Changes
A CTech opinion argues your next business might last six months, and that can be enough. If that is the bet, sell for fast payback, not distant lifetime value.
When the Channel That Feeds You Changes, Your Revenue Is Exposed
AI is changing how hotels reach travelers, and a $25M round followed. If one channel feeds most of your revenue, you do not own your demand.
"A Culture of Failing to Keep Promises" Is a Sales Problem
An investor described Sapiens as having a culture of failing to keep promises. That starts in sales, when reps oversell to hit quota and delivery pays.
40 Companies, One Category, 20 of Them Israeli. How Do You Sell?
Nikesh Arora counts 40 firms racing to secure AI agents, at least 20 Israeli. When the category is a knife fight, the deck does not win. The sales motion does.
Debt Does Not Kill Companies. Soft Revenue Plus Debt Does.
Analysts warn that debt could amplify the damage AI does to businesses. The real risk is debt stacked on revenue that was never durable. Fix the revenue first.
HubSpot Cut 660 Jobs and Called It AI. Read It Differently.
HubSpot cut nearly 660 jobs and HoneyBook cut 14%, both blamed on AI. The honest read: AI gave cover to trim headcount a weak sales engine had carried.
Product-Led vs Sales-Led Growth: Which Does Your B2B Need?
PLG fits low-ACV self-serve products. Sales-led fits high-ACV committee buying. Most B2B need a hybrid. Choose by buyer, price, and complexity, not by hype.
OpenWeb Raised $390M and Hit a $1.5B Valuation. Now It's Seeking Insolvency Protection.
OpenWeb raised $390M at a $1.5B valuation and now seeks insolvency protection. The lesson for founders: fix the revenue machine while you still have runway.
Intel Almost Killed RealSense. Then It Fixed Its Sales and Sold for $600M.
Intel nearly shut RealSense down. Spun out, it went from $8M a quarter to a $600M sale. The technology did not change. The way it sold did.
How to Build a B2B Sales Process From Scratch
A CRM with random stages is not a sales process. How to build a real B2B sales process from scratch, with buyer-based stages and a forecast you can trust.
Why Your Startup Can't Sell (And It's Not the Product)
Most founders blame the product when sales stall. The real problem is almost always the motion around it. Here is how to tell, and what to fix first.
A Client Hired Me to Grow Them 30X. Here Is the Honest Answer.
A company hired me to grow them 30X. It can be done, but only if you work backwards from the number and fund the machine that produces it.
BioCatch Sold to Visa for $2.4 Billion. The Lesson Is Not the Technology.
BioCatch went from $7M to $100M ARR before Visa paid $2.4 billion. The lesson for founders is not the tech. It is the repeatable sales machine that scaled it.
TPx Filed for Chapter 11 With $1.1 Billion in Debt. The Debt Was Not the Real Problem.
TPx filed Chapter 11 with $1.1B in debt. The real killer was revenue that did not grow fast enough, and that is a Fractional CRO problem, not a VP of Sales one.
From $4.8 Billion to $60 Million. A Great Product Cannot Save a Broken Business Model.
Nano-X had revolutionary imaging technology and still lost 99 percent of its value. The cause was a business model that cash could not support.
Germany Is Dumping US Missiles for Startups. That's a B2B Procurement Masterclass.
Berlin is bypassing legacy US defense giants for startups in Israel and Ukraine. A lesson in single-vendor risk for anyone who sells to enterprise.
I Built a Sales Floor for an Offer Everyone Had Already Been Pitched a Dozen Times
Free money, a deadline, and a market so flooded with cold callers that nobody believed it. How I built a sales team from zero when trust was the hard part.
A Startup Raised $20 Million. It Just Sold for $150,000.
Swish.ai had Coca-Cola, Nestlé and CyberArk as customers and still sold for the price of a used car. Logos are not revenue, and it never built a sales engine.
I Spent 20 Years as a CRO. Half That Time I Was Actually a CGO.
A Chief Revenue Officer owns the number. A Chief Growth Officer owns the whole engine that produces it, and most founders hire the wrong one.
B2B Pricing Models: Subscription, Usage, Hybrid, and When Each Wins
Subscription, usage-based, one-time and hybrid pricing each fit a different product and buyer. How to choose the model that fits yours.