Sales systems thinking – for IT and SaaS

Year one of a new sales strategy almost always looks like a win. The team is energized, the low-hanging fruit gets picked, and the numbers

A strong sales enablement strategy is what separates teams that hit quota consistently from those that struggle deal after deal. Updated for 2026: sales enablement

From founder-led to sales-led. The complete guide to your first sales hire. Every B2B founder eventually hits the same wall: the first 10 to 100

Hiring a Head of Sales – or deciding when and how to hire a VP of Sales – is one of the highest-variance decisions a

There is a seductive story in modern outbound: your numbers are down because you don’t have the right stack. Buy Clay, add an intent tool,

The term “GTM engineer” gets thrown around as if it means “the person who knows Clay.” It doesn’t. A GTM engineer builds the system that

The contract was signed, the kickoff was warm, and everyone moved on. Twelve months later the account renewed at exactly the same size it started

Most sales strategies read beautifully in a Q4 planning doc and collapse the first time a real deal walks in. The gap is rarely the

By the time an account tells you it is churning, the decision was made months ago. The renewal call is a formality on a choice

If you run an IT sales outsourcing or staff augmentation business, this shift affects you directly. From 2020 to 2022, outbound sales (cold outreach via

Finding the right Sales and Support specialists for your team is one of the most crucial responsibilities of every business leader. A well-selected hire can

Stepping into a sales leadership role is an exhilarating yet demanding opportunity. The first 100 days are pivotal in shaping your success by crafting strategies

Sales ops is one of the most reliable ways to grow company revenue. Organizations constantly look for ways to improve sales and marketing performance, and

Of course, the right sequence requires the founders or the CEO to start with a Corporate Strategy (nice if it is finalized first) that serves

How to introduce your service to the market? With a solid and well-defined plan, of course. Such a plan is called a go-to-market (GTM) motion.

Typical Founder or CEO: “Let’s hire a Sales Manager or Account Executive, grant the person access to Salesforce and Sales Navigator, and offer good $