Expertise
Expertise
The six themes that decide whether B2B SaaS revenue becomes repeatable. Each one is a full answer, not a blog teaser: what actually breaks, how to diagnose it, and what to fix first.
Topics
Founder-led sales
Founder-led sales isn't the problem. Founder dependency is. How to keep the founder's judgement while deals stop depending on the founder.
- When does founder-led sales stop working?
- What can't a first sales hire replace?
Sales process
A sales process isn't a list of CRM stages. It's a sequence of buyer decisions, which is why deals get stuck long before the stage they die in.
- Why do deals keep getting stuck or slipping?
- What should sales stages actually represent?
ICP
An ICP stress test: an ICP can be theoretically correct and commercially worthless. The test is whether it can change a sales decision this week.
- How do I know if my ICP is wrong?
- Can sales use it to decide who not to pursue?
Sales pipeline
Pipeline is rarely unpredictable because you need more leads. It's unpredictable because nobody can explain which part of the process creates qualified revenue.
- Why is my pipeline unpredictable?
- How do I improve sales forecasting?
GTM strategy
Go-to-market strategy is the chain that connects ICP, messaging, channels and sales motion. One weak link decides the output of all the others.
- Where do we compete and how do we win?
- Which motion fits our buyer and price point?
Sales hiring
Hiring a salesperson doesn't create a sales motion, it inherits one. What has to be true before a first hire can succeed.
- Are we ready for a first sales hire?
- Why did our first rep fail?
Want this applied to your own numbers?
In one conversation we go through your pipeline, your qualification and your last ten deals, and I tell you where it's actually breaking.