Thirty years of watching the same patterns. Written down.
No think-pieces. Each of these comes out of a real room — a founder stuck at the same wall, a pipeline lying to its owner, a market everyone loves that I won’t buy. If it didn’t cost someone money to learn, I don’t write it.
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By Ken Lundin, Author, Operator and Investor I’ve reviewed more than 200 multifamily underwriting models in the last 30 years. I’ve never seen one that accurately predicted what the property…
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Most sales kickoff speakers deliver content with a 6-week half-life. Our analysis of 47 SKO events found something striking. Only 12% of keynote frameworks were still…
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…
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…
You just dropped $40K on a celebrity keynote speaker for your sales kickoff. The team loved it. They took selfies. They posted on LinkedIn. Three weeks…
I’ve watched underwriting multifamily deals blow up more times than I can count. It’s almost never the spreadsheet that kills you. I’m Ken Lundin. After 30…
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…
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…
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…
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…
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…
Google doesn’t read your content the way humans do. Neither does ChatGPT, Perplexity, or whatever AI tool your buyers are using right now. I’m Ken Lundin,…
I’ve seen it in every CRM I audit. I’m Ken Lundin, and I’ve walked through hundreds of pipelines. The pattern never changes. Half the deals sitting…
I’ve watched this pattern for two decades. The growth stage business that crushes it from zero to $3M suddenly can’t get out of its own way.…
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…
By Ken Lundin, Business Growth Expert I’ve watched hundreds of B2B companies light money on fire in 2024. Most don’t even know they’re doing it. I…
I’ve run calendar audit founders exercises with over 200 CEOs in the last three years. I’m Ken Lundin. I’ve watched the same pattern destroy growth velocity…
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…
I’ve spent twenty years watching B2B companies burn cash on tactics that feel like progress. They move nothing that matters. Ken Lundin here, and I’m telling…
Most founders hit a wall between $7M and $12M. The reason? They’re still the closer on every enterprise deal. I’m Ken Lundin. I’ve spent 20 years…
I’ve spent 20 years running sales skills gap analysis with teams from 12 to 1,200 reps. Here’s what nobody wants to admit: the performance difference between…
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…
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…
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…
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…
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…
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…
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…
Most B2B founders hire the wrong type of coach. It costs them 12-18 months of stalled growth. I’ve watched 73% of founders stuck at $5M revenue…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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.…
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…
Sales Forecasting Methods: Weighted Pipeline vs Stage-Based vs AI Predictive Models Compared Your CFO wants a number. Your board wants confidence. Your sales team wants to…
Sales Operations Tools: The CRM, Forecasting, and Analytics Stack That Actually Works The average B2B services company uses 7.3 sales operations tools. Only 23% of those…
An article is a single room. The books are the whole framework — how a founder becomes the bottleneck, and the system that gets them out of the way.
I’d rather send you one thing you read than ten you delete.
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