Most companies hire keynote speakers the way they buy software. They watch the demo. They check the price. They hope it works. Then the speaker shows up. They deliver 60 minutes of motivational theater.…
By Ken Lundin, Author, Operator and Investor I’ve reviewed more than 200 multifamily underwriting models in the last 30 years. I’ve never seen one that accurately predicted what the property would actually cost to…
Most sales kickoff speakers deliver content with a 6-week half-life. Our analysis of 47 SKO events found something striking. Only 12% of keynote frameworks were still referenced by sales teams past February. Fewer than…
By Ken Lundin, Author, Operator and Investor The best CEO coach isn’t the one with the most credentials on their website. I’ve watched 30+ founders hire coaches based on LinkedIn endorsements and ICF certifications.…
By Ken Lundin, Author, Operator and Investor Most investors analyze multifamily markets backward. They start with population growth. Then they cherry-pick data that confirms what they already want to believe. I’ve watched this pattern…
You just dropped $40K on a celebrity keynote speaker for your sales kickoff. The team loved it. They took selfies. They posted on LinkedIn. Three weeks later, your pipeline looks exactly the same. I’m…
I’ve watched underwriting multifamily deals blow up more times than I can count. It’s almost never the spreadsheet that kills you. I’m Ken Lundin. After 30 years of watching operators chase yield into bad…
I’ve watched this happen in boardrooms for twenty years. The CFO opens a spreadsheet. He divides the revenue target by the number of reps. He adds 20% “because we need stretch goals.” Then he…
Most B2B pipeline failures stem from structural design flaws. Your b2b sales pipeline isn’t broken because reps aren’t working hard. It’s broken because you built a system that leaks revenue at every stage. Nobody…
I’ve watched companies bleed seven figures in margin before they admit they need a deal desk. I’m Ken Lundin, and I’ve seen this pattern dozens of times. Sales reps negotiate one-off terms in Slack…