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Insights

Notes from the field

Practical, opinionated writing on how B2B tech companies win and keep enterprise customers. By Colin Constantine.

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Colin Constantine, Principal{{ post.date }}{{ post.mins }}

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coltasa. B2B sales strategy
& execution

Insights

Notes from the field

Practical, opinionated writing on how B2B tech companies win and keep enterprise customers. By Colin Constantine.

17 posts

Forecasting

If the buyer has not done it, the deal has not moved

How to write sales stage exit criteria your team will use: two or three buyer actions per stage, each with evidence you can check in the CRM, inspected weekly.

10 November 2026 6 min read
Negotiation

"It is too expensive" is a question, not an answer

How to handle price objections in enterprise sales: find what the buyer is comparing you with, rebuild the value case, then trade terms instead of discounting.

8 November 2026 6 min read
Pipeline

One contact is not a deal: how to multithread an enterprise account

Multithreading in sales means building relationships with several people in a buying group. How to map the group, earn introductions and cover every role.

3 November 2026 6 min read
Methodology

No champion, no deal: how to find one and make them count

How to find and build a champion in enterprise sales: what a real champion is, five tests that separate them from friendly coaches, and how to equip them.

27 October 2026 6 min read
Strategy

When to stop selling and hand it to your first rep

How to know your B2B startup is ready to hand off founder-led sales, who to hire first, and a three-stage handoff that keeps deals moving.

25 October 2026 6 min read
Outbound

The contract between buyers and sellers is broken

Mass AI outbound has buried buyers in noise. Here are practical ways to create signal again: insight people can use, handwritten notes and small events.

October 2026 6 min read
Pipeline

AI SDRs are a waste of time. For now.

Why AI SDRs fall short in enterprise sales today, what would need to be true for that to change, and where AI actually helps your team.

October 2026 6 min read
Methodology

The key tenets of a mutual success plan

Seven principles for building a plan with your buyer that keeps deals on track, from first interest through go-live.

October 2026 6 min read
Strategy

Write the playbook before you hire the team

Hiring sellers before you can explain how your deals are won is the most expensive mistake in early-stage sales. Here is what to write down first.

October 2026 6 min read
Negotiation

Never give a discount. Trade it.

End-of-quarter discounting teaches buyers to wait. A practical approach to enterprise negotiation that protects price and still gets deals signed.

October 2026 6 min read
Forecasting

A forecast is evidence, not optimism

Why most early-stage forecasts miss, and how exit criteria, deal reviews and a few honest questions make the number something you can trust.

October 2026 6 min read
Strategy

Pick one segment and win it first

Early sales teams spread across too many markets. How to choose a first segment, test it and know when to expand.

October 2026 5 min read
Pipeline

How much pipeline do you actually need?

A simple way to work out pipeline coverage from your own numbers, and what to do when you are short.

October 2026 5 min read
Negotiation

Working with procurement, not around it

Procurement is part of every enterprise deal. How to bring them in early, understand what they need and keep the deal moving.

October 2026 5 min read
Methodology

Running a discovery call that earns the second meeting

A practical structure for first calls with enterprise buyers, the questions worth asking and how to end with a clear next step.

October 2026 5 min read
Forecasting

Running a weekly forecast call in 30 minutes

A simple agenda for a weekly forecast meeting that keeps the number honest without taking over the team's week.

October 2026 4 min read
Outbound

Writing a cold email a senior buyer will read

A practical guide to short, specific outbound emails for enterprise buyers, with a simple structure and what to leave out.

October 2026 4 min read