How to build a B2B channel partner network that actually sells
Recruitment is easy to count. Partner activity is harder, and far more useful.
Read articleFIELD NOTES / SALES & MARKETING
What the work
actually taught me.
Twenty-plus years in enterprise sales and key account management made me suspicious of neat playbooks. These notes cover channel partners, pipeline reviews, regional go-to-market plans and the work after a deal closes.
12 ARTICLES
Start with the problem closest to yours.
The marketing-to-sales handoff is where good leads get lost
Lead volume means little when nobody agrees what the next conversation should be.
Read articleA key account management plan starts after the first sale
For large accounts, installation and adoption shape the next contract.
Read articleEnterprise solution selling begins with better discovery
A polished proposal cannot repair a vague understanding of the customer's problem.
Read articleHow to run a weekly B2B sales pipeline review
A forecast meeting is useful when it changes a deal's next action.
Read articleHow to scale an SMB sales team without losing the field
Headcount expands reach. Team leaders and coaching turn that reach into results.
Read articleReducing B2B sales cycle time without rushing the buyer
The fastest route is usually a cleaner decision path, not more reminders.
Read articleFrom online order to doorstep: the D2C handoff that matters
Digital demand is wasted when the local fulfilment team cannot see the promise.
Read articleA regional go-to-market plan needs more than a target number
Product, territory, partners and fulfilment must point to the same customer.
Read articleTelecom pricing and ARPU: what a higher number can hide
Average revenue per user improves only when the offer makes sense to the right customers.
Read articleGovernment and large enterprise accounts need a cleaner handoff
Complex buying groups make vague ownership expensive.
Read articleThe first 90 days of a sales consulting engagement
Before adding a new sales playbook, find the deal that already keeps slipping.
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