Forecasting without magic: a four-week rolling method
Most pipeline forecasts blow up because they treat every deal as equal. Here’s the rolling-window method we landed on after a year of misses.
Articles
Pipeline
Outbound
The quiet cadence: rebuilding outbound when reply rates collapse
Reply rates fell 60% across our team in Q4. We rebuilt the cadence from scratch. The biggest unlock wasn’t copy — it was timing.
Operations
The comp plan trap (and how to escape it without burning trust)
Compensation plans drift. Once a year someone notices. Here’s how we redesigned ours mid-quarter without losing the team.
Hiring
An honest answer to “how long is ramp time, really?”
Three years of cohort data from a B2B SaaS team. The averages everyone quotes are wrong — not by a little, by a lot.
Discovery
The five questions we deleted from discovery (and one we added)
Discovery scripts grow. Ours got to 23 questions. Here’s the audit we did to cut it down, and what happened to win rates afterwards.
Tools
A spreadsheet that replaced our pipeline review meeting
The 90-minute weekly pipeline review was the meeting nobody wanted to attend. We replaced it with one shared sheet and async commentary.