Articles on growth strategy.
Recruiting channel partners is easy and feels like progress. The arithmetic that decides whether any of them will actually sell happens inside someone else's business.
A high win rate is usually read as evidence of a strong sales process. It can just as easily be…
Referral-led growth looks like a cheap, self-sustaining channel, until you count the people it actually depends on.
A pipeline that grows while the forecast stands still is telling you something specific, and most sales reviews are structured…
Replicating a location looks like a cost exercise. It is almost always a demand exercise, and the difference decides whether…
Assignment and change-of-control clauses sit unread for years, then quietly decide what a business is worth in the fortnight before…
Some deals stall not because the value is unproven, but because nobody inside the buyer can say which pot of…
Annual churn figures hide when customers actually leave, and the timing changes almost everything about where retention effort is worth…
By the time a renewal conversation opens, most of the outcome is already fixed: the useful question is when it…
When founder-led selling is handed over, win rates usually collapse, and the reason is rarely that the new salesperson is…
Everything here is free to read with an account, and always will be. What it cannot do is tell you which of these applies to your numbers, your market and your constraints. That is the work we do with clients.
