01
Your CRM says 90%. Here's why I don't believe you.
Forecast confidence is not evidence. Six questions that reveal whether your “90%” opportunity is actually qualified.
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Practical thinking for complex deals.
Short, useful observations based on real enterprise sales patterns.
02
Your champion isn't a champion just because they like you.
How to distinguish a friendly stakeholder from someone who can actually sell your solution internally.
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Decision Process vs Decision Criteria.
Why knowing what the customer wants and knowing how they'll decide are two very different things.
Read article →04
The most dangerous sentence in enterprise sales.
“We're the preferred supplier.” Why that statement should trigger more questions, not celebration.
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The 20-point Enterprise Deal Scorecard
Pressure-test your opportunity in under 10 minutes.
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