Real engagements. Anonymized details. Exact diagnoses. Each post documents what I found inside a revenue org – the patterns nobody was talking about, what was actually broken, and what it took to fix it.
$380K a year in sales tech. Fourteen integrations. Dashboards that could fill a trading floor. Forecast accuracy: 52%. Somewhere under all that software was a revenue problem nobody had bothered to diagnose.
7 min read
Founder involved in 78% of closed-won deals. Team win rate without him: 9%. They kept hiring better reps. That was never the problem.
7 min read
Three other firms had already failed. The executive was angry. Every instinct I'd been trained on screamed at me to reassure him. Instead, I said the three words that changed everything.
3 min read
Pipeline coverage at 4.2x. Win rate at 11%. They told the board they needed more pipeline. They were wrong.
4 min read