Notes from the chair
Articles for boards, investors and sales leaders of B2B SaaS companies on forecasting, sales leadership, qualification and building sales teams.
MEDDPICC explained: what each letter asks of a deal
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.
Read the article →Your forecast is a list of opinions
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.
Read the article →The first two weeks after a sales leader leaves
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.
Read the article →Stop measuring new sellers on revenue
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.
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