6 articles in this category
Introduction: The Imperative of Deal Velocity in Modern WorkflowsIn a marketplace where speed often determines competitive advantage, deal velocity ha...
Introduction: The Fitness Metaphor for Sales WorkflowsIn my practice as a sales operations consultant since 2011, I've consistently found that teams u...
The Foundation: Why Workflow Architecture Mirrors Fitness TrainingIn my practice, I've observed that most sales teams approach deal velocity like amat...
Introduction: The Rhythm Deficit in Modern WorkflowsIn my practice across dozens of organizations, I've consistently observed a pattern I call the 'rh...
Introducing the Velocity Matrix: A Framework Forged in PracticeFor over a decade, I've been brought into organizations facing a common, frustrating di...
Introduction: The High Cost of an Unstructured Deal PursuitIn my practice, I often begin consultations by asking a simple question: "Walk me through y...