Field Notes
Articles on B2B pipeline stages, forecast councils, and sales leadership practices for teams in Taiwan and Asia-Pacific.
Practical notes from our consultants—grounded in deal reviews and buyer interviews, not generic sales theory.
When 'Proposal Sent' Becomes a Parking Lot
Why B2B teams in Taiwan accumulate deals in late stages—and three criteria checks before advancing to negotiation.
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Running a Pipeline Council That Stays Under 90 Minutes
A timed agenda for monthly pipeline councils—commit scrutiny, stage drift, and CRM hygiene without endless deal storytelling.
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Technical Validation Without a Sales Engineer Bottleneck
Structuring SE time, proof criteria, and stage gates for complex B2B products sold from Taipei regional hubs.
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Forecast Categories Your Finance Team Can Audit
Mapping commit, best case, and pipeline rows to buyer evidence finance can verify without sitting in every sales call.
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