Most sales hiring is a crapshoot. You post a job. You interview candidates who all say the right things. You pick the one with the best resume. Then you hope they work out. Industry-wide…
Most founders think go-to-market planning is a 30-day sprint. They’re wrong. That’s why their sales teams fail. Full GTM strategy implementation takes 6-9 months from positioning to first repeatable revenue. According to research by…
You scaled to $10M by doing more. You’ll scale past it by building different. The company that got you here hits a wall. Founder-driven, hustle-powered, relationship-dependent models create chaos, not growth. According to research…
Schema markup for AI is not a nice-to-have. It’s the difference between AI systems understanding your content and ignoring it entirely. Structured data via comprehensive Schema markup improved GPT-4’s content comprehension performance from 16%…
Most B2B companies price enterprise deals like they’re selling widgets. They use cost-plus markup or “match the competition” strategies. Then they wonder why procurement beats them down 30% before signing. The problem isn’t your…
Most founders I work with wait for the perfect moment to delegate. They build processes and document workflows. They wait until everything is “ready.” Meanwhile, they approve every proposal. They attend every client call.…
Most B2B companies treat enterprise sales vs mid-market as a scale problem. Same process, bigger deals, longer cycles. That’s wrong. I’m Ken Lundin. I’ve watched this mistake burn $340K in sales costs over 11…
Revenue Operations vs Sales Operations: What’s the Difference and Which Do You Need? Most B2B companies hit $5M revenue with sales operations handling CRM, forecasting, and comp plans. Then growth stalls. The pipeline looks…
You’re about to hire a sales rep. You’ve got four assessment tools on your desk. They are Predictive Index, Kolbe, OMG, and a custom framework. Industry-wide sales hiring success rate is 23% — meaning…
Your sales team isn’t guessing anymore. Sales performance benchmarking against 2.5 million salespeople reveals exactly where your team stands. The data comes from 33,000+ companies. And the results are brutal. Only 6% of salespeople…