Insights
Notes on making sales work.
Practical notes on stalled deals, founder-led sales and using AI without outsourcing your judgement.
Read the insightsStalled deals / 2 min read
Before you chase a stalled deal, check what stopped.
Another follow-up rarely explains the silence. Revisit the buying reason, the decision and the next step before moving the close date again.
Founder handover / 2 min readYour first salesperson needs more than your pitch deck.
A new salesperson needs to understand how the founder qualifies, adapts and earns trust. The deck only captures part of that.
Sales discovery / 2 min readBetter sales discovery starts with "What happened last time?"
A recent example can tell you more than a list of priorities. Start with what happened, then work out whether it matters enough to change.
AI for sales / 3 min readUse AI to prepare better questions.
A useful meeting brief separates what you know from what you suspect. AI can help you get there, provided you check its homework.