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Leadership Articles

Deal Scoring Framework: Inputs, Application, and Measurement

Deal scoring is a method for evaluating the health and quality of sales opportunities using defined inputs. It’s used to assess which deals are real, which ones are at risk, and which are unlikely to close. A strong scoring system gives sales teams a structured way to...
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Forecast Layer of the Revenue S.P.E.E.D. Model

Forecasting is a core part of sales leadership and one of the easiest places for bad data to hide(only 45% of sales organizations trust their forecast according to Gartner). Many teams rely on close dates, pipeline stages, or rep confidence to call the number. But...
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Opportunity Layer of the Revenue S.P.E.E.D. Model

Your pipeline isn’t broken because your team isn’t working hard enough. It’s broken because there’s no system in place telling them which deals are worth working. Most reps are willing to chase anything with a pulse. Managers take a reps word at face value. And then,...
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The Hidden Threat to Revenue You’re Not Seeing (Until It’s Too Late)

“Our pipeline looks strong.”“We’re tracking to plan.”“Q4 is going to be big.” If you’ve been in the CRO seat for more than a quarter, you’ve heard these words—and felt your gut say “…I hope they’re right.” Hope is not a strategy. And yet, even top sales orgs operate...
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