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Sales operation notes
Practical, from real installs: how B2B teams make their pipeline visible and keep it that way.
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One Deal, More Than One Decision Maker
Deals go quiet near the close when you've only ever talked to one person. Here are the four roles in every B2B deal and the fields to log for each one.
Read →Onboarding a new B2B salesperson
A new hire usually takes weeks to sell on their own because the sales system never says what week one needs. Here's a 30-day sequence that works.
Read →Your sales system needs an owner
A sales system with no named owner rots quietly, one skipped field at a time. Here's who should own it, four criteria for picking them, and three weekly tasks.
Read →What to hand off when a deal closes
Marking a deal closed doesn't move the information with it. The five-field handoff form to fill before closing a deal, and when ownership should transfer.
Read →Quotes go quiet after you send them
Quotes go silent because nobody owns the follow-up: no name, no date. Three numbers to measure, five things per quote, and a weekly review that works.
Read →When one deal passes through four people
Project and installation deals run for months and change hands four times. Short-cycle sales advice can't hold them. Here's what a long-cycle system records.
Read →The system is installed. Nobody uses it.
Your team stopped updating the system. Before you switch tools, cut the required fields to five and run Monday's pipeline review off the system.
Read →The problem isn't Excel
Managing customers in Excel stops working at a predictable point. Before you move anywhere, write how a deal moves. Otherwise the next tool breaks the same way.
Read →When a Salesperson Leaves: Keep the Customers and Deals
A salesperson resigns and the deals go quiet. Customers didn't leave. The record of the relationship did. Here's the number to measure, and the fix.
Read →Why your B2B forecast is wrong
Forecasts miss because deals move stage on feeling, not evidence. Write stage-exit criteria, cap how long a deal can sit, and the number fixes itself.
Read →Why CRM projects die in 60 days
B2B teams don't fail at picking software. They fail because the sales process was never written down. Here's the order that works.
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