Writing on sales operating systems
Practitioner essays on forecast methodology, AI-assisted CRMs, pricing transparency, and the workflow shape of modern sales. No vendor pablum.
Every sales leader claims to measure forecast accuracy. Almost nobody measures forecast precision. The distinction matters because precision is what tells you whether the system is improving — and accuracy alone can hide a forecast that's accidentally right.
Read the post
If you're running a small B2B sales team, you're probably paying around $204 per rep per month across four separate vendors. Here's the per-tier math from 2026 pricing pages, what the stack buys you, and what it conspicuously doesn't.
Read the post
Your forecast is wrong because your reps don't update the CRM. Your reps don't update the CRM because every CRM still works like it's 2014. Here's what changed, why every fix from the last decade failed, and the one design decision that quietly solves it.
Read the post