Practical Guides for Small Sales Teams
Pipeline reviews, follow-ups, forecasting and founder-led sales. Written for startups that sell software, by people who have run the meetings.
All Guides
- Pipeline
Single-Threaded Deals and How to Add a Second Contact
Why single-threaded B2B deals are risky, how to tell if a deal depends on one person, who the second contact should be, and what to say to your champion.
6 min read
- Email
How to Send a Booking Link That Does Not Feel Cold
When to send a booking link in a sales email, how to word the message around it, how to set up a booking page that feels personal, and the common mistakes.
6 min read
- Forecasting
How to Spot a Slipping Deal Before It Slips
Early warning signs that a B2B deal is about to slip, a 15-minute weekly check to catch them, what to say to the buyer, and a close plan that holds.
6 min read
- Forecasting
Forecast Categories Explained: Commit, Best Case and Pipeline
What commit, best case and pipeline mean in a sales forecast, how they differ from deal stages, how to calculate each one, and how to call the number honestly.
6 min read
- Founder-led sales
Founder-Led Sales: A Weekly Routine That Fits Around Building
A weekly founder-led sales routine for technical founders: when to take calls, a daily follow-up habit, a Monday pipeline check, and what to keep in a bad week.
6 min read
- Founder-led sales
When to Move From a Spreadsheet to a CRM
Signs your startup has outgrown its sales spreadsheet, what a CRM adds, what to bring over, and how to move your pipeline to a CRM in a single afternoon.
6 min read
- Pipeline
Deal Stages for a B2B SaaS Startup (With Exit Criteria)
B2B SaaS deal stages with written exit criteria for each one, starting probabilities, closed lost reasons, and how to roll them out to a small sales team.
6 min read
- Follow-up
The Follow-Up Email After a Sales Call: What to Send and When
What to put in the follow-up email after a discovery call or demo, when to send it, templates you can copy, and how to follow up when the buyer goes quiet.
6 min read
- Pipeline
How to Run a 30-Minute Weekly Pipeline Review
A weekly pipeline review agenda for small B2B sales teams: what to prepare, which deals to discuss, questions that get honest answers, and a template.
6 min read
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