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…
5 Stages of Founder Burnout (73% Hit This at $5M Revenue) You hit the revenue number. Again. The board’s happy. The team’s celebrating. And you feel absolutely nothing. Founder burnout isn’t what most people…
7 Founder Led Sales Problems: Why Every Methodology Fails When You’re Still the Top Performer You hired a VP of Sales. You bought the CRM. You implemented MEDDIC or Sandler or Challenger. Six months…
You built a $3M company by being the best operator in the room. You closed the biggest deals. You designed the core product. You hired the first 10 people. You personally fixed every critical…
Most enterprise deals die in committee hell. You’re talking to one person who says yes. Then three others you’ve never met kill the deal in procurement. I mapped the entire multi-stakeholder buying committee upfront…
Most CEOs choosing a revenue growth strategy get sold one of three playbooks. Build it yourself (organic). Buy someone else’s revenue (acquisition). Or split the economics with a partner. All three work. All three…