Three out of four sales hires will either miss quota or quit before they hit 18 months. That’s not a hot take. That’s the sales hiring success rate I’ve watched play out across hundreds…
I’ve watched 47 companies try building revenue operations in the last three years. Ken Lundin here. Most of them screwed up the same way. They hired a VP of RevOps before they knew what…
I’m Ken Lundin. I’ve spent 30 years watching founder-operators hit the same wall. You built your company by being the best executor in the room. First one in, last one out, solving every problem…
I’ve spent 20 years watching companies roll out sales competency frameworks. They look impressive in PowerPoint. They die quietly in spreadsheets. I’m Ken Lundin. I’m going to tell you something most consultants won’t: your…
Here’s what nobody’s telling you: only 12% of URLs cited by ChatGPT, Perplexity, and Google AI Overviews rank in Google’s top 10. And 80% don’t rank in Google’s top 100 at all. I’ve spent…
The “3-5x pipeline coverage ratio” is the most repeated sales metric. It’s also the least useful. I’ve analyzed pipeline data from 847 B2B sales teams over six years. The truth is simpler: optimal coverage…
Most B2B sales teams pick the wrong methodology. They’re solving for the wrong problem. 73% of companies choose frameworks that don’t match their deal complexity. They don’t match their sales cycle. Ken Lundin here.…
By Ken Lundin, Author, Operator and Investor I’ve watched 200+ founders hire coaches. 74% pick the wrong type. They hire an executive coach when they need a founder coach, or vice versa. Six months…
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…