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Notes on leading a sales team

Field notes on forecasting, 1:1s, pipeline reviews, and the work between calls — written from the sales leader's seat.

Sales2026-04-13

Manual vs. Automated Sales Sequences: Why Top SDRs Pick Claude Over Outreach Tools

Manual outreach converts better than automated sequences. Everyone knows this. But nobody does it because tracking 40 prospects across channels and touches becomes a full-time job. Here's the framework that fixes it.

Analytics2026-04-14

Why Your CRM Dashboard Isn't Helping You Coach Your Reps

You built the dashboard. You have the reports. Your reps still miss quota. The problem isn't missing data — it's that your dashboard answers the wrong questions. Here's what a coaching-ready dashboard actually looks like.

Sales2026-04-29

Your CRM Knows Everything. So Why Can't It Tell You What To Do Today?

Your CRM has every email, every task, every stage change. Your morning still starts with a 47-tab scroll across saved views, your inbox, and your task list. Here's why CRMs fail at the morning question — and what an account brief actually does differently.

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