By Ken Lundin, Author, Operator and Investor Most sales kickoff speakers deliver content with a 6-week half-life. The Sales Management Association’s 2024 research found 87% of sales training content is forgotten within 30 days…
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…
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…