FAQs

Use a fixed seven-question guide so answers stay comparable: how the business has changed in two years; what triggered the [...]

Twelve to twenty for most mid-market questions. The practical stopping condition is saturation: the point at which three consecutive interviews [...]

A rigorous mid-market B2B research project can be run for almost no cash outlay. The realistic cost is about six [...]

Treat the first sixty days as recovery work and extend the milestones by about four weeks. Week one becomes reconstruction, [...]

Whether they can configure and quote your product unaided by week four. Give them a real inquiry from the past [...]

Use proxy milestones that move before revenue does. Track new named relationships added in the territory, self-sourced qualified conversations, the [...]

Four things. Week one, complete a relationship inventory of every account in the territory with owners and last-contact dates. By [...]

Structured onboarding should run ninety days, with managed proxy milestones continuing through month twelve. The ninety-day period covers the relationship [...]

One page with the fully loaded show cost, the nine revenue-linked metrics, and three sentences of judgment covering what worked, [...]