Understand the real difference between a lead and a prospect in B2B sales, and why this distinction matters for your funnel, team, and CRM.


Understand the real difference between a lead and a prospect in B2B sales, and why this distinction matters for your funnel, team, and CRM.

Sales KPIs give founders a clear picture of what’s working. Here are 5 simple sales metrics to help you track performance, pipeline, and predictability.

Learn what pipeline coverage means in B2B sales, how to calculate it, and why it’s a critical metric for forecasting and pipeline health.

A closed-won deal means a signed customer contract and confirmed sale. Learn what it means, when to use it in your CRM, and why it matters for your pipeline.

Explore the land and expand strategy: how B2B sales teams land small deals then expand account value, the framework, prerequisites, and pitfalls.

Understand the difference between SDRs and BDRs, and how each fits into a B2B sales team. Clear roles, definitions, and use cases.

Sales velocity shows how fast your deals move through the pipeline. Learn the formula, how to improve it, and why it matters in B2B.

Fraser Morrison shares how he structures his time, team, and meetings to run 18+ sessions a day, scale fast, and still make it to his son’s event.

Learn what a discovery call is, where it fits in your B2B sales process, and how to run one effectively to qualify leads and build pipeline momentum.