Practical answers for leadership, sales leadership and RevOps at B2B companies moving from deals around €50K toward €1M+ annual contract value (ACV). Each guide answers one question, with a template or a checklist for your next deal review.
All guides
Mutual action plan: a template for enterprise deals
A mutual action plan is one shared list of every step both sides take from first meeting to signed contract, each with an owner on each side and a date. In a large deal it shows early whether a buyer is busy or the deal has quietly stopped.
Economic buyer: who it is and how to confirm one
The economic buyer is the person who can release the money for a deal and say yes when others hesitate. You have confirmed one when they have seen the business case and told you directly what budget and timing they would approve.
Sales forecast accuracy: why the CRM forecast runs high
Sales forecast accuracy compares what you forecast with what closed: one minus the gap between them, divided by what closed. On large deals a CRM forecast runs high whenever stages are recorded on belief rather than evidence; an earned forecast counts each deal at the stage its evidence supports.
The guides describe the method. A working session applies it to the largest deal in your pipeline.
A conversation about one live deal, not a sales demo.