Insights
Notes from the ops room
Practical writing on lead lifecycle, data trust, and AI in revenue operations. Everything here comes from systems I’ve actually run — no thought leadership about tools I’ve never logged into.
Articles
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Deal stage hygiene: keeping your pipeline honest
Deal stage hygiene is what makes a forecast trustworthy. Here are the rules, the warning signs of a dirty pipeline, and how to clean one without a witch hunt.
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The Outbound Deliverability Crisis
The outbound deliverability crisis: AI SDR volume collapses domain reputation, capping 47% of deployments in 90 days — an unowned handoff upstream of the buyer.
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GTM Stack Consolidation: Moving the Leak
GTM stack consolidation saves cost, but unmapped handoffs between collapsed tools don’t fix pipeline leaks — they migrate the leak into fewer, hidden seams.
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Sales and marketing alignment that actually works
Most sales and marketing alignment advice is vague. Here’s the concrete version — the shared definitions, SLAs, and closed-loop reporting that actually align two teams.
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Lead-to-opportunity conversion benchmarks for B2B SaaS
What’s a good lead-to-opportunity conversion rate in B2B SaaS? Typical benchmark ranges by lead source, how to measure it correctly, and what drags it down.
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What is lead nurturing in B2B SaaS?
Lead nurturing is the process of building relationships with leads who aren’t ready to buy yet. Here’s what it is, how it works, and where it quietly goes wrong.
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MOps vs RevOps: what’s the difference?
Marketing ops vs RevOps, explained plainly — what each owns, where they overlap, and how to know which one your B2B SaaS company actually needs right now.
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The lead handoff process: a step-by-step template
A step-by-step lead handoff template for B2B SaaS — the fields, timing, and ownership rules that stop leads dying between marketing and sales. Copy and adapt it.
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What is a sales-qualified lead (SQL)? Definition and examples
A sales-qualified lead (SQL) is a lead sales has accepted as worth pursuing. Here’s the plain definition, how it differs from an MQL, and how to define one that sticks.
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