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…
Most advice on how to build a sales pipeline treats it like a data entry problem. Fill the CRM. Track the touches. Watch the funnel fill up. I’m Ken Lundin, and I’ve watched this…
Most sales onboarding programs optimize for the wrong outcome. I’m Ken Lundin. I’ve watched companies spend six weeks teaching product features. They cover competitive positioning and CRM hygiene. Meanwhile, their new reps sit at…
Google doesn’t read your content the way humans do. Neither does ChatGPT, Perplexity, or whatever AI tool your buyers are using right now. I’m Ken Lundin, and I’ve spent two decades watching founders pour…
I’ve seen it in every CRM I audit. I’m Ken Lundin, and I’ve walked through hundreds of pipelines. The pattern never changes. Half the deals sitting in your forecast are already dead. They’re zombie…
I’ve watched this pattern for two decades. The growth stage business that crushes it from zero to $3M suddenly can’t get out of its own way. Ken Lundin here, and I’m telling you the…
I’ve watched 47 founders make this leap over eight years. Thirty-one screwed it up the first time. The pattern is always the same. They wait until they’re drowning in deals they can’t close. Then…
By Ken Lundin, Business Growth Expert I’ve watched hundreds of B2B companies light money on fire in 2024. Most don’t even know they’re doing it. I need to tell you something uncomfortable. Your AI…