Commercial Thinking
The cost of untested assumptions in enterprise deals
Most losses are not caused by a missing feature. They are caused by an assumption nobody wrote down and nobody challenged.
6 min read
Blog
Commercial thinking, written down.
Commercial Thinking. Sales Strategy. AI. Enterprise Sales.
Enterprise Sales
Why a champion is never enough above £1m
Coverage of the buying group, not the strength of one relationship, is what decides large enterprise outcomes.
8 min read
AI
AI that argues back is more useful than AI that writes
Generated content compresses effort. Structured challenge changes decisions. Only one of those wins deals.
5 min read
Sales Strategy
Have the pricing conversation three meetings earlier
Commercial exposure compounds quietly. The teams who surface it early negotiate from a stronger position.
7 min read
Commercial Thinking
Designing a deal review that actually changes the outcome
A good review is an interrogation of reasoning, not a recital of activity. Here is the structure we use.
9 min read
Sales Strategy
Risk belongs in the forecast, not the footnotes
Forecasts fail when risk lives in a seller's head. Making it explicit is the cheapest accuracy gain available.
6 min read
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