Jonathan Bouchier

If your sales velocity score is lower than it should be, or if it is declining, the instinct most sales managers reach for first is to push harder. More activity, more pipeline, faster closes. That instinct is usually wrong, and in complex B2B sales it can actively make things worse. Improving sales velocity is not about doing more. It is about identifying which of the four variables in the formula is creating the drag, and applying the right intervention to that specific variable. Get the...

Sales velocity is one of the most useful metrics a B2B sales leader can track. It combines four variables into a single number that tells you how quickly your pipeline is converting into revenue. Yet most sales teams either do not measure it at all, or measure it in a way that produces a number they cannot act on. This guide explains what sales velocity is, how the formula works, how to calculate it for your own team, and, critically, how to interpret the result in a way that leads to better...

Fractional sales leadership is a model that gives B2B organisations access to senior commercial expertise on a part-time or project basis, without the cost or commitment of a full-time hire. The concept is straightforward. The execution varies significantly depending on who you engage and what you actually need them to do. This guide explains what fractional sales leadership involves, how it differs from other commercial support models, when it makes sense for a B2B team, and what to look for...