https://jonnyrocket.com/insights/ Articles for boards, investors and sales leaders of B2B SaaS companies. en-gb Mon, 02 Nov 2026 09:00:00 +0000 https://jonnyrocket.com/insights/meddpicc-explained https://jonnyrocket.com/insights/meddpicc-explained Mon, 02 Nov 2026 09:00:00 +0000 MEDDPICC is a B2B sales qualification method that asks eight questions of every deal. It works when every seller answers them the same way, on every deal, every week. https://jonnyrocket.com/insights/forecast-is-a-list-of-opinions https://jonnyrocket.com/insights/forecast-is-a-list-of-opinions Sat, 31 Oct 2026 09:00:00 +0000 A sales forecast is only as reliable as the qualification behind it. If two sellers would score the same deal differently, the board is planning against optimism. https://jonnyrocket.com/insights/first-two-weeks-after-a-sales-leader-leaves https://jonnyrocket.com/insights/first-two-weeks-after-a-sales-leader-leaves Sat, 31 Oct 2026 09:00:00 +0000 When a sales leader leaves, the quarter does not wait for the search. Five steps in the first two weeks decide whether the next leader inherits a team or a rescue. https://jonnyrocket.com/insights/stop-measuring-new-sellers-on-revenue https://jonnyrocket.com/insights/stop-measuring-new-sellers-on-revenue Sat, 31 Oct 2026 09:00:00 +0000 Revenue in a new seller's first months says more about the territory than the seller. Leading indicators tell you sooner who will be good.