Articles
What we know so far.
Notes from installing sales systems inside other people’s companies — what tends to break, what tends to work, and the parts nobody warns you about.
30 August 2026 · Adam Kassem
Where deals actually go quiet
Every team we look at believes its pipeline leaks at the end. Almost none of them do. Here is where the revenue really goes.
23 August 2026 · Adam Kassem and Fadel Chit
A forecast should be a calculation, not a feeling
If your forecast is built from how confident each rep sounds, you do not have a forecast. You have a mood.
11 August 2026 · Adam Kassem
AI that earns its place in a sales team
Not the demo. The two or three places where it genuinely returns an hour a day, and the several where it quietly costs you one.
29 July 2026 · Adam Kassem
Hiring is not the first answer
The instinct when the number is short is to add a person. Usually the team you have is closing a fraction of what it already touches.