Essays on disciplined selling
One idea a week on replacing random selling with disciplined selling, written for Sales VPs and CEOs of India's B2B tech firms. What I see in deal rooms, what it costs, and what fixes it.
Your Forecast Is Fiction
The CRM says 72.2 crores in commit. The board deck says 90% confidence. The quarter closes at 40% and everyone acts surprised. The disease is Premature Pitching Syndrome, and almost nobody has diagnosed it.
Read the essay →How to Run a Pipeline Review That Reduces Forecast Variance to Under 5%
Every month this meeting produced a number. Every quarter the number was wrong by somewhere between 30 and 60 per cent....
Read the essay →What is Discovery in B2B Sales? A Definitive Guide to the No-Pitch Rule
One line before we begin. This is the first edition since early June, and the gap was mine rather than a change of plan. Client delivery ran hot through the summer and the writing went to the back of the queue. Saturdays...
Read the essay →Why Indian B2B SaaS Companies Stall at ₹10 Crore ARR (and the Sales Operating System That Breaks It)
A SaaS founder sat across from me earlier this year and said, "We have a demand problem."...
Read the essay →How a Mid-Market IT Firm Rebuilt Its Sales Engine in 30 Days
"We have done sales training before. Three times. Why would this be different?" A CEO's fair question, answered with the week-by-week reality of a real 30-day install.
Read the essay →The 4-Hour Week That Runs a Sales Engine
A Sales VP I worked with last year opened his calendar for me on a Tuesday morning. Forty-two meetings the week before. Eleven of them deal reviews. Nine pipeline syncs. Six one-on-ones. Five "quick aligns" with marketin...
Read the essay →The 7 Questions That Killed a Rs 50 Lakh Training Contract
The CFO sat through twelve minutes of the vendor's pitch deck before he opened his laptop and started typing. The Sales VP next to him relaxed. Notes were a good sign....
Read the essay →How Sales VPs Build a Forecast the Board Actually Trusts
A Sales VP I worked with last quarter walked into a board meeting holding a single number. Rs 47 crore. He had the slides. He had the right tie. Two questions later, the meeting was over....
Read the essay →What is Baseline Selling? A Practical Guide for B2B Tech Sales Leaders
The foundation. A milestone-centric sales methodology that replaces pitch-led selling with disciplined, stage-gated discovery: the four bases, the 21 competencies, and how it differs from MEDDIC, Sandler and Challenger.
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