Notes on what's actually working in B2B sales.
Sales motion, multi-stakeholder deals, AI in revenue, and the messy reality between the demo and the close.
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Your CRM Activity Data Is a Lie
Reps don't log calls accurately. That means every forecast, every pipeline report, and every coaching insight is built on bad data. Here's what to do about it.
How to Build a Sales Process at a Series A SaaS Company
First VP Sales at a Series A? Here's how to build a repeatable sales process without overbuilding. Practical, scoped to real constraints.
"We're Going in a Different Direction" — What It Really Means
The most painful sentence in B2B sales rarely means what you think. Here's why it happens and what would have prevented it.
What 500+ B2B Sales Demos Taught Us About Why Deals Stall
We analyzed hundreds of B2B sales demos recorded in TrailerCast. Here's what winning reps do differently, and what kills deals before they close.
Loom Is a Great Tool. It's Just Not a Sales Tool.
Loom is built for async show-and-tell, not B2B sales follow-up. Here's exactly where it breaks down — and what to use instead.
Your Current Sales Stack Isn't Free. It's Costing You $1.9M a Year.
Doing nothing about your sales tech stack has a price. Here's the math nobody on your finance team has run yet — the real cost of inaction, broken down by line item, over three years.
Gong Is Great. It's Also $1,600 Per Rep Per Year.
An honest take on when Gong is worth every dollar — and when it isn't. Plus the best Gong alternatives for SMB sales teams.
The 48 Hours After Your Demo Is Where Deals Go to Die
Most deals don't die on the call. They die in the silence after it. Here's what's actually happening and how to fix your post-demo follow-up.
Why Your Champion Can't Sell TrailerCast Internally (And What To Do About It)
Most B2B deals don't die in the demo. They die two weeks later, when your champion is alone in a room trying to re-sell it to people who weren't on the call. Here's what changes that.