The Thinking
20 years of pattern recognition... written down. Notes on enterprise sales, revenue structure, leadership mindset, and what it actually takes to build a B2B business that doesn't run on chaos or hope.
13 - The forecast that lies
by: Jag JasselPublished on: 23/03/2026Most enterprise sales forecasts are not forecasts. They are optimism organised into a spreadsheet. Here is the structural reason, and three fixes installed from real engagements.
12 - The wrong variable
by: Jag JasselPublished on: 16/03/2026Most sales leaders obsess over pitch, process, and pipeline. The variable they ignore is the one that closes deals — presence. A short read on why in-person time is the strategy, not the tactic.
10 - The deal isn't slow. Your pipeline is thin.
by: Jag JasselPublished on: 13/03/2026Most salespeople think patience is a mindset. It isn't. It's a pipeline condition. When your pipeline is thin, every slow deal feels like a crisis. Here's what to fix instead.
08 - Hero Syndrome: How Good Sales Leaders Accidentally Break Their Teams
by: Jag JasselPublished on: 11/03/2026You save every deal. You have the answer to every problem. And without realising it, you have built a team that cannot perform without you. That is not a people problem. That is Hero Syndrome.
The thinking lands here first
Founders, sales leaders, and senior operators subscribe. Not for inspiration. For the structural thinking that makes revenue predictable. No sequences. No pitches. Just the work.
Sales. Structure. Mindset.
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