Blog
Revenue Leadership
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.
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.
At-Bay Was Valued at $1.35B. It Sold for $575M. Read the Gap.
At-Bay hit a $1.35B valuation and sold to Munich Re for $575M. A valuation is a bet. Revenue is a fact. Here is how founders should read the difference.
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.
Sales Comp Plans That Actually Motivate
A good comp plan is simple enough a rep can calculate their own check. Here is how to set base, variable, OTE, and quota by role, and the mistakes to avoid.
$4.6B in Revenue. An $8B Loss. A Possible $2 Trillion Valuation.
Anthropic makes $4.6B, loses $8B+ operating, and could be worth $2 trillion. Three numbers that shouldn't fit together, and in 2026 somehow do.
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 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.
Your First Sales Hire Keeps Failing. Here Is Why.
If your first sales hire failed and the second is struggling, look at the system before the rep: wrong profile for your stage, no playbook, no management.
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.
When to Hire Your First Salesperson (Founders Wait Too Long, Then Panic)
Revenue milestones do not tell you when to hire your first salesperson. A repeatable motion you can hand off does. Here is what ready actually looks like.
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.
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.
I Stopped Calling Myself a Sales Trainer. Here Is Why.
Most sales training is a two-day sugar high that wears off by Wednesday. I have trained 2,000 salespeople, and the training was never what moved revenue.
OpenAI Is Building a Business Team in Israel. That Tells You Everything.
OpenAI is building a business team in Israel, not a dev center. What that says about turning AI into revenue, and about hiring for results over location.
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.
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.