I’ve watched 47 founders make this leap over eight years. Thirty-one screwed it up the first time. The pattern is always the same. They wait until they’re drowning in deals they can’t close. Then…
I’ve watched dozens of B2B founders hit the same ceiling. You close every deal over $50K. Prospects won’t sign unless you’re in the room. Your team sets meetings and runs demos. They handle objections.…
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.…
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 B2B companies treat enterprise sales vs mid-market as a scale problem. They assume it’s the same process with bigger deals and longer cycles. That’s wrong. The fundamental difference isn’t deal size. It’s decision…
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…
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…