How to pick a sales kickoff keynote speaker: celebrity vs specialist, 7 steps to choose, 2026 fee bands, and how to tell whether the talk changed anything.
By Ken Lundin, Author, Operator and Investor I’ve watched underwriting multifamily deals blow up more times than I can count. It’s almost never the spreadsheet that kills you. After 30 years of watching operators…
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…