60–80% of CRM implementations fail — not because of the software, but because companies skip the foundational work. Here are the 7 mistakes I see kill revenue in B2B companies, with real examples from HVAC and oil & gas.
Practical insights from 20 years of diagnosing and fixing revenue systems across B2B — no fluff, no theory, just the patterns that actually matter.
60–80% of CRM implementations fail — not because of the software, but because companies skip the foundational work. Here are the 7 mistakes I see kill revenue in B2B companies, with real examples from HVAC and oil & gas.
Stop guessing whether RevOps is worth it. This framework walks through exactly how to calculate recovered time, freed capacity, and incremental deals — with real numbers from oil & gas and HVAC companies.
Most B2B companies don't have a revenue engine — they have a collection of disconnected tools. Here's the five-step framework to build one from scratch: process, stack, data, automation, and measurement.
Most B2B companies use "sales ops" and "rev ops" interchangeably. They're not the same — and confusing them is costing you. Here's the real difference, and the 5 signs your company has outgrown what sales ops alone can fix.
After 20 years of diagnosing B2B revenue systems, the same eight leaks appear in nearly every company — from $2M startups to $50M scale-ups. Most go undetected for years because they're structural, not behavioral. Here's what they are and what to do about each one.
Your pipeline isn't empty — it's leaking. These five warning signs reveal where deals quietly exit your pipeline without ever being formally lost. If three or more sound familiar, you have a systems problem, not a selling problem.
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