Opinion1 min read
The pipeline metric most sales teams track wrong
Conversion rate by stage looks simple. Most teams calculate it in a way that hides exactly the problem it should reveal.
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Topic
Business
Starting, running and growing companies, from people who are doing it.
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Featured1 min read
What changed when we started paying reps on activity, not just closed deals
A conversation with our own VP of Sales about a compensation change that felt risky and paid off in an unexpected way.
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What 200 founders told us about their first sales hire
Original survey data on the first sales hire at early-stage companies: who they hired, what they got wrong, and what they would do differently.
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Why we killed our own lead scoring model
We built a lead scoring model, sold it as a core feature, and shut it off eight months later. Here is what replaced it.
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The Job Search Has Changed. And We're Optimizing for the Wrong Thing
You can have 10+ years in your field, a strong CV, the right certifications, and a track record of actually delivering results and still never get a chance to speak to a human.
Featured1 min read
The case study is the best marketing you are not writing
An opinion, backed by what our clients' analytics actually show: one honest case study outperforms a quarter of blog posts.
Guide1 min read
How we structure a case study interview so people actually tell us the truth
The order of questions matters more than the questions themselves. Here is the structure we use on every call.
Featured1 min read
Original research is a marketing channel, not a report
The survey reports that get cited for years are built differently from the ones that get read once and forgotten.
Research1 min read
What happened when we followed up on our case studies a year later
We called back every subject from case studies we published in one calendar year to check if the numbers held up. Most did not, in an interesting way.
Guide1 min read
A simple forecast model that beat our reps' gut feel
Not a machine learning model. A basic weighted-stage calculation that outperformed manual forecasts for two straight quarters.
Opinion1 min read
The B2B testimonial that convinces nobody
A specific, common pattern in customer quotes that reads as fake even when it is completely true.