The ICP Advantage
How to Build a Weighted ICP from Your Closed-Won Data
The full method for deriving ICP weights from your closed-won deals: which fields carry signal, how a field earns its weight, and how to handle small samples honestly.
Blog
Insights on ICP strategy, pipeline performance, and selling to the right people.
The ICP Advantage
Every Definition of Ideal Customer Profile Describes a Guess
I read every result on page one of Google for ideal customer profile software. Thirty definitions, and almost every one of them describes a belief rather than a measurement.
Pipeline Intelligence
Why Most B2B Sales Forecasts Are Wrong (And How to Fix Yours)
Most B2B sales forecasts miss because they're built on rep optimism, not evidence. Here's why forecasts go wrong, and the practical fix any revenue leader can apply.
Pipeline Intelligence
How to Run a Pipeline Review That Actually Changes Outcomes
Most pipeline reviews are 45 minutes of status updates. Here's a practical framework for reviews that improve deal quality, make the forecast conversation honest, and actually help reps sell.
Pipeline Intelligence
ICP Drift: Why Your Ideal Customer Profile Is Already Out of Date
Your ICP was accurate when you wrote it. The market has moved since then. ICP drift is the silent killer of B2B pipeline quality — here's how to detect and fix it.
Pipeline Intelligence
What HubSpot's Deal Score Actually Measures
What HubSpot's deal scoring measures, which tiers and objects it covers, and where the AI options do and don't apply. Verified against HubSpot's own documentation.
Pipeline Intelligence
Pipeline Reviews Are Broken. Here's What They Should Actually Look Like.
Most pipeline reviews are status updates pretending to be strategy. Here's how to run reviews that change what the team works on, not just track it.
Pipeline Intelligence
Your HubSpot Pipeline Has the Answers. You're Just Not Asking the Right Questions.
Your HubSpot closed-won data contains the pattern your wins share. Here's why native reporting can't find it — and the five questions you should be asking your pipeline.
Pipeline Intelligence
How to Analyse Your Closed-Won Deals (And Why Almost Nobody Does)
Which signals do your closed-won deals share? A seven-step method for extracting the weighted pattern from your CRM, with a full worked example.
The ICP Advantage
The Day a Pizza Van Ended Up in My Sales Pipeline
I've been in B2B sales for over 20 years. Nothing prepared me for finding a mobile pizza van in my lead allocation — or what it taught me about why most pipelines are quietly broken.
How Telepath Thinks: The Science Behind the T-Score
AI-driven pattern extraction built on your own win history. Here's how Telepath turns your closed deals into a T-Score for your open deals.
What Is Pipeline Intelligence? (And Why Your Sales Team Can't Afford to Ignore It)
Your pipeline number is lying to you. Pipeline intelligence shows which open deals most resemble the deals you have already won, by analysing the patterns in your closed-won data.
The ICP Advantage
The Best Time to Enrich a Deal Is After You've Won It. Nobody Does This.
Your won deals are the most valuable data your business has ever produced. Most CRM records are incomplete — and that's destroying your pipeline analysis.
The ICP Advantage
Your ICP Is a Lie (And Your Pipeline Knows It)
Most B2B companies define their ideal customer profile in a meeting and never revisit it. Here's why that's destroying your pipeline — and the fix.
The ICP Advantage
69% of Reps Missed Quota Last Year. Here's What the Other 31% Did Differently.
The quota gap isn't about effort, it's targeting. Why most sales reps miss quota, and what the top 31% do differently.