Blog
Pipeline and Outbound
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
The Sales Metrics Founders Should Actually Track
Founders drown in dashboards. Here are the five sales metrics that predict revenue, the vanity numbers to ignore, and when each one should make you act.
In-House SDRs vs Outsourced: What Early-Stage B2B Should Do
In-house SDRs give control but are slow and costly to build. Outsourced and pay-per-meeting give speed and results-based cost. Here is how to choose by stage.
How to Write a Cold Email That Actually Books Meetings
Most cold email fails because it leads with the product. Here is the framework I use to write short, relevant emails that book real B2B meetings.
How Much Pipeline You Really Need to Hit Your Number
Pipeline coverage is quota divided by win rate, adjusted for cycle time. Most teams undercount because the pipeline is stuffed with dead deals.
How to Set Sales Quotas Your Team Can Actually Hit
A quota nobody hits demotivates your team and hides the real problem. Here is how to build quotas bottoms-up from rep capacity and pipeline math.
How Long Should a B2B Sales Cycle Be (and How to Shorten Yours)
Most B2B sales cycles are long because of stalls and weak qualification, not real complexity. Here are honest benchmarks and the two moves that shorten cycles.
Outbound vs Inbound for Early-Stage B2B: Where to Start
Inbound compounds but takes many months. Outbound buys control, speed, and market knowledge now. Here is why early-stage B2B almost always needs outbound first.
How to Forecast Revenue When You Have No Sales History
No sales history? A top-down wish is not a forecast. Here is how to build a bottoms-up revenue model from activity and conversion assumptions you can defend.
When the Number Falls, Everything You Built on Top of It Comes Due
Arieli borrowed $30M against Elron shares. The stock fell 34% and the partnership is unraveling. The lesson for CEOs: only durable revenue is real collateral.
Stop Paying SDR Retainers for Activity. Pay for Meetings.
Most SDR services bill a flat retainer for activity. I built the opposite: you pay for the qualified B2B meetings we actually book.
Your Sales Team Says the Pipeline Is Healthy. They Are Wrong.
Most CEOs think they have a sales execution problem. They have a qualification problem. Here is the test that turns a $2M pipeline into an honest $700K.
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.