Sales, Process & Metrics
Funnels, reporting, data interpretation, and decision-making in B2B sales — grounded in operations.
Each article follows a consistent structure: practice definition, why it matters, operational rollout, common mistakes, long-term impact, evaluation signals, and limitations.
Where pipeline losses happen most
Losses usually happen between stages. What to measure, how to find causes, and improve without chaos.
Open article
How to read outbound campaign reports
How to spot bias, why averages lie, and which metrics predict future pipeline.
Open article
Planning sales team capacity
Capacity isn’t just headcount. It’s skills, time, priorities, and input quality—and it can be modeled.
Open article
How to evaluate ROI realistically
B2B ROI is delayed. A framework to measure returns fairly and decide without illusions.
Open article