Our Latest

GTM Insights

The latest insights on the most effective go-to-market strategies

Our Founder’s Latest Insights

Blogs on Sales Reps & Sales Development

Forecastable Blog

The best tips, tricks & news about social media management

Latest Post

Latest Post

Crossbeam logo on a navy and amber editorial background representing the Valuation Certainty Framework five-lever business case for justifying Crossbeam to a CFO

Justifying Crossbeam: Building Your Internal Business Case

Build the internal business case for Crossbeam in three pieces: a five-lever diagnostic, conservative funnel math, and a staged rollout. CFO-ready.

Read Article

Editor's Picks

Featured image for Forecastable blog post on mdf programs

MDF Programs That Generate Real Pipeline (Not Just Activity)

Most MDF (Market Development Funds) programs in B2B SaaS waste 50 to 70 percent of their budget. The waste isn’t because the budget is too large. It’s because MDF gets framed too narrowly as marketing money and gets allocated to partners who can’t or won’t run the activity that generates pipeline. The defensible MDF model […]

Featured image for Forecastable blog post on joint demand gen

Joint Demand Generation: How to Run Co-Marketing That Converts

Joint demand-gen campaigns with partners produce 2x to 4x the ROI of solo demand-gen when designed correctly. They produce 0.5x or worse when designed wrong. The difference comes down to four design decisions: shared ICP definition (not “everyone we both sell to”), single owner accountable for execution (not “joint ownership”), pipeline attribution captured at the […]

Featured image for Forecastable blog post on content syndication

Partner Content Syndication: A Field Guide for B2B SaaS

Partner content syndication is one of the cheapest pipeline sources in B2B SaaS, but most programs underperform because they treat syndication as a logo-swap exercise rather than a structured demand motion. The defensible model: syndicate content into partner audiences only when the content is independently valuable to that audience, attribute leads at the syndication source, […]

Businessman in a suit with multiple arms juggling tasks: talking on a corded phone, holding a tablet, a coffee cup, and a large clock symbolizing time management.

*First-Line Sales Management:* How to Empower Your Reps With the Ability to Systematically Win More Business

You need your reps to account plan and get their targets into highly-personalized outbound cadences as quickly as possible; preferably in the first two weeks of the year because the faster you start this process, the sooner a sales cycle starts, which means the sooner deals start closing, which maximizes the time you have available […]

Read Article
Person in a suit balances a large light bulb on one side of a seesaw with many small light bulbs on the other, symbolizing ideas and balance

*Sales Process:* How to Overcome the Level Playing Field That Is the B2B Buyer’s Journey

” SO, YOU MEAN TO TELL ME THAT IN THE UNITED STATES, WE’RE SPENDING OVER A TRILLION MARKETING DOLLARS ON GUIDING PEOPLE THROUGH THE FIRST TWO STAGES OF THE BUYER’S JOURNEY AND THEN 81.3% OF THE TIME WE’RE TURNING THAT LEAD OVER TO A SALES PERSON WHO ISN’T FULLY EQUIPPED TO BRING THE BUSINESS TO […]

Read Article
Cork strip with the words 'COLD EMAILS' written in black and turquoise on a teal background with colorful paperclips nearby.

*Proper Account Planning:* Winning the Outbound Cadence Personalization War

In this account-based selling world we live in, there’s this massive demand for personalization because prospective buyers want to know that you understand their individual needs; not just their company’s needs. I’m not telling you anything new or earth shattering with that statement. However, the bar for personalization gets higher by the day as prospects’ […]

Read Article
Handshake between two businesspeople symbolizing an agreement or partnership

*When and How to Leverage Executive Alignment* in Enterprise Sales

Executive alignment is a verifiable agreement between a vendor’s executive team and the buyer’s on the outcome, scope, success criteria, and operating cadence of a deal. It is not a relationship; it is a written joint position that survives sales-cycle stress. Aligned deals close at higher rates and renew with…

Read Article
Green pen marking a checkbox on a paper checklist, indicating completed tasks

*Better Control Your Sales Cycle* by Documenting, Tracking, and Leveraging Your Prospect’s Evaluation Considerations

We’ve all been in situations where we’ve lost a deal and had no clue as to why. I’d just sit there and stew on it, combing through every interaction I had with them, second guessing my pricing, wondering if maybe I could’ve had better executive alignment, or maybe my competitor just flat-out outsold me. It […]

Read Article
Professional in a dark suit points at the viewer with a chalkboard reading PUBLIC SECTOR behind him.

*How to Arm Yourself with Information* to Successfully Sell to Public Companies

Sales reps should get excited when they see a public company listed on their named account list. Why? Because these companies are required by the SEC to produce quarterly and annual reports and must be transparent about the health of the business. Oftentimes, they openly discuss their growth challenges and upcoming corporate objectives; all of […]

Read Article
Napkin with a handwritten quote: 'A goal without a plan is just a wish,' beside a pen and a green coffee mug on a wooden table.

*How and When to Leverage a Mutual Action Plan,* Close Plan, or Evaluation Plan

One of the biggest problems sales reps have to consistently face is forecasting an accurate close date and making sure that the deal actually closes on or around that exact date. It’s not easy and requires in-depth planning and project management skills to consistently deliver closed/won opportunities on time. When you break it down into […]

Read Article

*Buyer Map 101:* The Value of Visualizing Prospect Relationships as Part of Your Account-Planning Process or Deal Strategy

What is a Buyer Map? A buyer map, which can also be called a relationship map, is a visual representation of every possible stakeholder or influencer that might somehow impact the outcome of your deal. It’s basically an org chart, but with much more meaningful and actionable data for a sales person. What kind of […]

Read Article
1 7 8 9

Why wait?

Drive In-Quarter Impact

Whether starting with a single sales team or a single partner, any co-sell motion can be live in 2-4 weeks.