Resources

Sales forecasts rarely fail because teams lack effort. They fail because they are built on assumptions that go unchallenged. At ABD, we’ve seen forecasts that were wildly optimistic — and others that were overly conservative. In both cases, the issue wasn’t math. It was bias. Why Forecasts So Often Miss the Mark In our experience, forecasts break down for three main reasons: 1. Bias replaces evidence Forecasts are frequently driven by gut feeling rather than verified customer

It’s not always gold just because it glitters. A “full pipeline” looks impressive on dashboards. It fills up investor updates and boosts morale — for a while. But too often, that abundance turns out to be a mirage. At ABD, we’ve seen how misaligned sales activity and weak qualification standards fill CRMs with names… not opportunities. And that’s where things go sideways. Two pipeline mirages we've seen up close: 1. The spray-and-pray disaster Over a decade ago, we were broug

In the rush to adopt AI, many startups are asking: “What tools should we use?” But a better question might be: “What are we trying to accomplish?” At Avrahami Business Development, we often work with founders and GTM teams who already  have AI tools in place — but who are still feeling overwhelmed, misaligned, or stretched too thin. So we take a step back. 🔍 Before AI: Clarity Our first priority isn't implementing more tools.It 's clarifying goals, strategy, and tactics  — a

Every entrepreneur and business leader knows that growth comes with its share of challenges. The road to success is rarely a straight...

As a Founder, CEO, or Sales Leader, one question you should regularly ask yourself is: Are we building a pipeline that leads to...

Step by Step Guide to creating Ideal Customer Profiles and building Prospection Lists