White paper
Pipeline Governance Health Checklist for CXOs
Most sales organisations lose the quarter before it starts. Not because of the market or competitors, but because their pipeline cannot mathematically support their ambition.
Read moreInsights
Notes on sales culture
We share what we learn in the field as articles, LinkedIn posts and white papers.
Tags
White paper
Reduce Wrong-Decision Cost in Sales
A short C-suite diagnostic for repeatable decisions.
Read more
LinkedIn post
The cost of blaming sales problems on individual performance
In the same quarter, some sales managers hit target and some do not. Is the difference really about people?
Read more
Article
The praxis of sales: sailing through the storm
With inflation eating budgets, is the ship saved by rowing harder or by redesigning the sails?
Read more
Article
The Being and Ethics of Culture and Strategy III: Unified Criteria
Questions for every decision: fit, ethical consistency, stakeholder fairness, timing and the ethics of measurement.
Read more