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A guest blog from Ilkka Vertanen sharing a practical, founder-friendly approach to running effective win/loss analysis. Understanding why deals close or fall through is one of the most direct paths to improving your sales motion. Yet most founders rely on incomplete information: biased CRM notes, overly optimistic rep assessments, or polite buyer feedback that skirts the real issues. Win/loss analysis cuts through that noise. When done right, it gives you unfiltered insight

The Ideal Customer Profile isn’t defined clearly enough Many founders tell me, “My product can help everyone.” That may be true - but selling to everyone means selling to no one. The Fix: Get specific. Who has the problem today, feels it most painfully, and is actively looking for solutions? Write one sentence: “We help [who] solve [problem] so they can [outcome]'': This becomes your Value Proposition and the anchor to your GTM Messaging is feature-heavy instead of problem-fo

I recently worked with a B2B SaaS company in their second year of business. They had just signed their 6th customer and were aiming to...

Throughout my career in Software Sales, and even before, I’ve found myself repeatedly in conversations about ROI. The reason this term...

My take on the Post-Pandemic Economy: Lessons in Ethical Growth In the last few years, our societies have gone through what we thought...