Why Your Forecast Will Always Be Wrong — and Why That’s Not the Problem Forecasting in B2B SaaS has become something of a religious practice. Every quarter, teams gather around their dashboards like ancient priests reading goat entrails. They tweak…
In the spreadsheets and CRM dashboards of Revenue Operations, we don’t often talk about the sacred. We talk about pipeline, quotas, ARR, funnel velocity. We measure everything that can be tracked — and chase optimization like a modern priesthood of…
A RevOps Perspective on Signal, Story, and Influence In Revenue Operations, our job is often framed as technical — turning data into insight, optimizing the machine, tracking the metrics. And that’s all true. But the deeper truth — the one…
Ask around in Sales or RevOps, and you’ll often hear the same thing: quota systems feel broken. Not necessarily because the math is wrong, but because the logic behind them is shallow, the rollout is clumsy, and the people responsible…
Designing sales territories isn’t about drawing pretty boundaries on a map. It’s about building a system of fair opportunity, efficient motion, and behavioral clarity—a system that supports your sales goals while keeping your reps sane, motivated, and accountable. Over my…
I created this site to share what works—and what doesn’t—in the real-world trenches of Revenue Operations. I’ve spent years solving RevOps problems at scale, and I know how noisy the space can be. My goal is to simplify the complex…
