Sales Process Documentation: Document Inputs, Not Steps
Sales process docs decay because they list steps reps already know. Document the inputs each stage gate needs instead, with a source and an owner for each.
10 min read
The PitchSmart Blog
Insights on customer intelligence, expansion revenue, and research-backed selling.
Customer Expansion Playbook: Five Plays and an Account Card
A customer expansion playbook: five plays, the evidence each needs before anyone calls, who owns each conversation, a worked account card, and a weekly rhythm.
11 min read
ICP Definition Framework: One Profile per Solution, Step by Step
An ICP definition framework for multi-product teams: where one company-wide ICP breaks, the fields a per-solution profile needs, how to build it, and fit versus timing.
10 min read
Account Intelligence Platform: A Buyer's Guide by Question
Account intelligence platforms answer different questions. A buyer's guide by category, a 20-account test, and the input most platforms never ask for: what you sell.
11 min read
Sales Capacity Planning: The Research Row Your Model Is Missing
Sales capacity models count reps, quota and ramp but assume research throughput. How to measure accounts researched per week and add the missing row.
10 min read
Share of Wallet Analysis: Five Ways to Estimate the Denominator
Share of wallet analysis without competitor spend data: the formula, five proxies for category spend and their error bars, and which proxy fits which decision.
11 min read
Clay vs Apollo: The Database Question and the Workflow Question
Clay vs Apollo compared on the two questions that decide it: where your contacts come from and who builds the workflow. Plus the question neither answers by default.
10 min read
Sales Enablement vs Sales Operations: Who Owns What
Split sales enablement and sales operations by decision rights and owned artifacts, not definitions. A scope memo for the reorg meeting, with the contested items named.
9 min read
Cross-Sell vs Upsell: Why Each Needs Different Evidence
Upsell evidence sits inside the account you already manage. Cross-sell evidence sits in a department your account owner never talks to. Research each differently.
10 min read
Trigger Events in Sales Are Generic Until You Add Products
Standard trigger event lists are written without knowing what you sell. Here is how to define a trigger per product line, so one event produces different calls.
11 min read
A Pre-Call Research Checklist Ordered by What Changes the Call
Ten minutes of pre-call research, ordered by what actually changes the conversation, plus the six things to skip and why they waste the budget.
11 min read
Sales Territory Planning by Matched Opportunity, Not Account Count
Sales territory planning past geography and account count: what territories get cut on, what imbalance costs, how to re-cut on matched opportunity, and the mid-year fix.
9 min read
On Google
See PitchSmart first in Google Top Stories
Add pitchsmart.io as a preferred source and Google shows our articles more often in Top Stories when you search for topics we cover.