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.
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.