Field notes
Written from inside the work.
Practical thinking on sales strategy, CRM and the systems that make growth repeatable - by the people who install them, not a content team.
14
articles, no guest posts and no filler
08
deep guides, one per discipline we install
18
minutes each - written to be used, not skimmed
0
posts written by someone who has not done the work
01 - Start here
If you read one, read this one.
Every other guide assumes this is in place. A sales strategy that cannot predict revenue is not a strategy - it is a forecast written in hope.
How to Build a Sales Strategy That Predicts Revenue
Most sales strategy documents are guesses dressed up as plans. Here is the framework we install so yours can actually be used to run the business - ICP, qualification criteria, and the numbers that make a forecast mean something.
Read the guide ›These are not blog posts in the marketing sense.
Each guide is the written version of work we have done on-site: the same frameworks, the same order, the same arguments we make in a room with a founder. If you implement one yourself and it works, that is a good outcome.
The eight long guides map one-to-one onto the eight disciplines we install. Read them in sequence and you have the method; read the one that matches your current problem and you have the fix.
02 - The guides
One guide per discipline, in the order we install them.
Numbered to match the eight disciplines on the services page. Foundation first, then pipeline, then revenue - the sequence matters as much in reading as in building.
How to Build a Sales Strategy That Predicts Revenue
Most strategy documents are guesses dressed up as plans. The framework we install so yours can run the business.
How to Structure a B2B Sales Team That Scales Past the Founder
Copying a larger company's org chart does not work at ten reps. Roles, splits and comp plans that fit your stage.
CRM Implementation for Startups: Process First, Platform Second
Implementations fail when the platform comes first. Define the process, then choose HubSpot, Salesforce or Pipedrive to match.
The B2B Outbound Prospecting System That Survives Scale
Most outbound playbooks fall apart the moment you add reps. Build around ICP, sequences and qualification handoff instead of volume.
Customer Engagement in B2B Sales: From First Touch to Serious Conversation
How to multi-thread deals, reach the buyer committee and build a cadence that advances conversations without burning attention.
B2B Product Demos That Advance Deals (Not Just Impress Prospects)
Discovery before demo, a repeatable playbook, and demo-to-close discipline that moves pipeline instead of entertaining rooms.
The B2B Sales Negotiation Playbook: Close Without Giving Away the Deal
Mutual action plans, commercial discipline and negotiation habits that protect margin when pressure to discount arrives.
Post-Sales That Protects Revenue: The Handoff Most Teams Skip
How to hand deals from sales to success cleanly, protect onboarding, and set up expansion without losing what the close won.
Foundation
Guides 01-03 · the system every deal runs on
Pipeline
Guides 04-06 · filling it, and moving what is in it
Revenue
Guides 07-08 · winning deals, then keeping them
03 - Short reads
Seven minutes, one argument each.
Shorter pieces on the things founders ask us most often - including the one about our own fee.
Why Your CRM Doesn't Work (And How to Fix It)
Most CRM failures have nothing to do with which platform you picked. The three real reasons, and what a working setup looks like.
The Sales Process That Survives Growth
A process built around one founder's instincts works, until it does not. How to design one that holds when the team doubles.
Why We Reinvest 20% of Our Fees Into Your Business
Most consultants get paid whether you win or not. Why we put our own fee back on the table, and what it changes about how we work.
04 - On the method
How the engagement itself is put together.
The eight guides cover what gets built. These cover the model, the order it gets built in, and what happens once it is running.
Sales Implementation vs Sales Consulting
One ends with a recommendation, the other with a working sales organization. Four questions that tell you which you are being sold.
Sales and Marketing Alignment, in Order
Marketing rarely fails on its own. Why marketing changes land in month five of the build, and what has to be true before they do.
What Happens After the Sales Handover
Most consulting ends at the handover document. The five continuous improvement packages, and why a built system still drifts.
Ready to put this into practice?
Reading it is one thing. If you would rather have it installed, tell us where your sales process stands today.