From Proposal to Signature: Removing the Final Mile of Friction
The last 10% of a deal is often the hardest. The proposal is accepted, the decision is made — and then weeks pass. Contracts go back and forth. Clauses are debated. Signatures are chased. This final mile of friction is costing commercial teams more than they realise — in time, in relationships, and in revenue.
The True Cost of Sales Admin: A Framework for Commercial Leaders
When we ask sales leaders how much time their reps spend on admin, the answers are usually vague. ‘Too much.’ ‘More than they should.’ But vague answers lead to vague solutions. This is a framework for quantifying the cost precisely — and making the business case for change.
Meeting Intelligence: The Competitive Advantage Hidden in Plain Sight
Every sales meeting contains more signal than most teams know how to use. What was said, what wasn’t said, which objections surfaced, which questions were asked twice. Meeting intelligence — the practice of capturing, analysing, and acting on that signal — is one of the most underutilised capabilities in commercial selling.
ICP Discipline: The Underrated Foundation of Revenue Growth
Most commercial teams spend too much time on the wrong prospects. Not because they don’t know better — but because the pressure to fill pipeline overrides the discipline to qualify it. A well-defined, consistently applied ICP is the single highest-leverage investment a sales leader can make.
Why Pipeline Velocity Stalls — and How to Fix It
Most deals don’t die because of price or product. They die because of delay. Proposals that take a week to write. Contracts that sit in inboxes. Approvals that require three email chains. The velocity problem is a process problem — and it’s one that technology can genuinely solve.
The Knowledge Problem in B2B Sales: Why Your Best IP Is Invisible
When a great salesperson leaves, what goes with them? Their relationships, yes. But also their instincts, their objection responses, their understanding of which deals to pursue and which to walk away from. That knowledge is your most valuable commercial asset — and most organisations have no way to capture it.
The Case for Human Selling in an Age of Automation
Automation is not the enemy of human selling — it’s the enabler. The future belongs to organisations that use AI to handle the administrative burden, freeing humans to do what they do best: build relationships, exercise judgment, and earn trust. Here’s why the human element is not being replaced, but amplified.
35 Years in Commercial: What I’ve Learned About Sales Friction
Every organisation I’ve worked with or consulted for has the same problem. The names change, the industries change, the technology changes. But the friction is always in the same places. Here’s what I’ve learned — and why I built Revmai to address it.
AI That Empowers, Not Replaces: A Commercial Perspective
The conversation around AI in sales has been dominated by automation metrics and headcount reduction. That framing is wrong — and it’s leading companies to build the wrong things. The future of sales is more human, not less. AI should be the engine that makes that possible.