How to scale a sales hire from 0 to quota: a training checklist and 30-day action plan

I’ve helped dozens of companies shave weeks off their cash collection cycle by treating order-to-cash (O2C) as a set of discrete, fixable processes rather than a single “billing” problem. When invoices go out late, payments come in late — but more often delays are caused by poor orchestration across sales, billing, fulfillment and finance. Below I share three pragmatic fixes I use with clients that typically cut DSO (days sales...

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Why I reverse-engineer competitor go-to-market (GTM)When I audit a market, I don't start by guessing. I start by reverse-engineering the strongest players. That process turns vague intuition into concrete opportunities: missing customer segments, weak onboarding flows, replicable channel plays. Over the years I've used the same framework with startups and mid-market teams to identify 3 exploitable gaps that can be turned into fast...

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I’ve negotiated dozens of supplier contracts across product launches, SKU rationalizations and scale-ups. Reducing cost of goods sold (COGS) is one of the fastest ways to improve margins, but the common trap is chasing price and breaking lead times, quality or supplier relationships — which ultimately increases total cost and risk. Below I share the pragmatic playbook I use with teams: how to prepare, what levers to pull, and the contract...

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I run experiments all the time. Not because I like dashboards (I do), but because experiments are the fastest way I know to turn uncertainty into predictable revenue. If you’re running marketing tests without a clear roadmap — vague goals, no hypothesis, no revenue target — you’re wasting bandwidth. This article shows the pragmatic process I use to build a marketing experiment roadmap that ties hypotheses to revenue, timelines and...

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When I work with early-stage founders, one of the first conversations I try to have is about metrics. It’s tempting to celebrate shiny growth numbers — signups, app installs, social followers — but those “vanity metrics” often mask the health of the business. I’ve seen teams chase headline figures that look great in investor decks but don’t tell you whether the product is solving a real problem, whether customers stick, or whether...

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I remember the first time a fulfillment failure landed on my desk: a major e‑commerce partner had 1,200 delayed orders after a warehouse system update went sideways on a Friday night. Customers were upset, CS was overwhelmed, and leadership wanted answers fast. That experience taught me that a calm, structured post‑mortem is the single most effective tool to turn a messy crisis into a durable improvement.Start with the immediate triage —...

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I’ve set up automated lead scoring in Salesforce more times than I can count, and every implementation teaches me something new. The approach I trust most is a single predictive model that centralizes behavioral, firmographic and engagement signals, then pushes scores back into Salesforce for routing and automation. It’s elegant, repeatable and, when done right, converts into real lifts in sales efficiency and win rates.Why one predictive...

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I run pricing experiments the way I run growth experiments: with a clear hypothesis, tight measurement, and a focus on repeatability. Over the past decade I’ve helped startups and mid-market companies test pricing moves that actually move revenue — not just vanity metrics. In this post I’ll walk you through a practical, repeatable framework for running A/B pricing tests combined with customer cohort analysis so you can learn faster and...

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I used to think customer interviews were a qualitative exercise that lived in the marketing or product team’s world — useful for empathy, not for closing enterprise deals. After a decade working revenue operations and GTM for B2B businesses across Europe and the UK, I’ve flipped that view. Done right, customer interviews can double your win rate on enterprise deals by giving you the intelligence to shape value propositions, uncover...

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I often get called in when a subscription business looks healthy on top-line MRR (monthly recurring revenue) but struggles to make predictable profits. The patterns are almost always the same: we’ve focused on acquisition, churn creeps up, and operational costs quietly expand. Mapping unit economics is the simplest way to turn intuition into a clear diagnosis — and it’s how I found a 20% margin leak in a recent client in under a week.Why...

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