A blog.
Weighted vs Committed Pipeline: Which Number to Trust
Weighted vs committed pipeline: one tells you if there is enough pipeline, the other what you can count on this month. Learn which number can carry a decision.
OLVASD EL ▸How to Forecast Income for Runway: Contracted or Hoped?
How to forecast income for runway: sort expected sales into contracted, probable and hoped, and steer by the first two. Hope stays visible but never funds you.
OLVASD EL ▸How to Run an Investor Process Without Losing Six Months
How to run an investor process: batch your meetings, meet the investors you care least about first, track each like a pipeline and have your documents ready.
OLVASD EL ▸How to Set Deal Stage Probabilities From Your Own Data
How to set deal stage probabilities: ignore the software defaults, ask one question per stage, and use your own history. No history yet? Here is the workaround.
OLVASD EL ▸How to Build a Runway Model You Will Keep Using
How to build a runway model with four inputs on one screen: cash, money in, money out, balance. Keep it simple, connect your accounts and refresh monthly.
OLVASD EL ▸Getting Paid Mistakes to Avoid: The Nine That Cost You
Getting paid mistakes to avoid: nine habits that leave earned money uncollected, from invoicing late to never stopping work, each with the one-line fix today.
OLVASD EL ▸How to Size Your Market From the Bottom Up, Not a Report
How to size your market from the bottom up: count real buyers, price each one honestly and multiply. Smaller than an industry report, and far more believable.
OLVASD EL ▸How to Build a Sales Forecast in One Morning, Solo
How to build a sales forecast you can steer by: seven decisions, made once and written down. Stages, probabilities, three numbers, dates, coverage and losses.
OLVASD EL ▸Gross Burn vs Net Burn: Which One Is Your Runway?
Gross burn vs net burn: net tells you how fast your balance falls, gross shows how fragile you are. Use net for runway and watch both, or the number lies.
OLVASD EL ▸How to Make It Easy for Clients to Pay You, Fast
How to make it easy for clients to pay: ask how they pay, send a correct invoice to the right inbox, remove friction, name a contact and automate reminders.
OLVASD EL ▸How to Show Traction in a Pitch Without Spinning It
How to show traction in a pitch: put the real number, period and definition on one slide, keep the shape honest, and lead with what your numbers truly support.
OLVASD EL ▸What Is a Sales Forecast? The Number You Steer By
What is a sales forecast? Not a report and not a wish: a number you steer by. Here is what it holds, what it leaves out, and why it matters when you sell alone.
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