CRO Handover · 26 October 2026 · 2 min read
The CRO Handover: board-prepared by day 7
"We need more pipeline" is a symptom, not a root cause. All ten Handover File pages in one free PDF, from the first answer to the right decision.
Read itInsights
What the evidence keeps showing.
Short pieces by Jeremy Heap on diagnosing go-to-market performance: maturity bands, the eight capabilities, SDR productivity and the numbers behind them.
CRO Handover · 23 October 2026 · 2 min read
Page 10: The first thing to fix
Fix the handoff first, and every number after it gets easier to trust. The final page names where a new CRO should start in sales development.
Read itCRO Handover · 22 October 2026 · 2 min read
Page 9: Which dashboard numbers deserve attention
If a number can't change a decision, it's decoration. Page nine puts xP, stage-weighted pipeline value divided by total pipeline value, on the headline row.
Read itCRO Handover · 21 October 2026 · 2 min read
Page 8: Which forecast numbers you can trust
A win rate is only as fair as its starting point. Page eight compares sales development and account executive pipeline from the same stage.
Read itCRO Handover · 20 October 2026 · 2 min read
Page 7: How long a new representative takes to produce
Onboarding complete is not pipeline created. Page seven tracks three dates for every new sales development hire, with the pipeline value attached to each.
Read itCRO Handover · 19 October 2026 · 2 min read
Page 6: Where opportunities stall
A moved close date is not a moved buyer. Page six checks which buyer decisions are missing before asking the team for more follow-up.
Read itCRO Handover · 18 October 2026 · 2 min read
Page 5: What buyers understand in ten seconds
A buyer should recognise their problem, the outcome and a reason to change. Page five checks whether the website and sales conversations tell the same story.
Read itCRO Handover · 17 October 2026 · 2 min read
Page 4: How your sales development team is really paid
Before changing sales development targets, follow the money. Jeremy Heap's xP example connects opportunity creation, pipeline value and progression.
Read itCRO Handover · 16 October 2026 · 2 min read
Page 3: Where next year's pipeline is meant to come from
You inherit two pipelines: the one in the CRM today and the one the plan promises. Page three checks both, because the first predicts the second.
Read itCRO Handover · 15 October 2026 · 2 min read
Page 2: The accounts you really win
The first-90-days plan that got you hired was probably built with help from an AI tool. Page two checks it against the customers who actually buy.
Read itCRO Handover · 14 October 2026 · 2 min read
Page 1: The band you've actually inherited
A new CRO is told which band the go-to-market is in. Page one of the handover file checks whether the evidence agrees.
Read itCRO Handover · 13 October 2026 · 2 min read
Before the handover file: why RepAgentic exists
The average CRO lasts less than 18 months, so the first 90 days are a sixth of the job. Why RepAgentic exists, what it solves and why now.
Read itLaunch · 11 October 2026 · 3 min read
Before you hire another salesperson or buy another sales tool, do you know what's actually holding back your pipeline?
Jeremy Heap announces the launch of RepAgentic: diagnosing what is actually holding back a B2B pipeline before more headcount or tooling is committed, and turning that diagnosis into a practical, evidence-based plan.
Read itDiagnostics · 23 September 2026 · 4 min read
An average GTM score hides the problem you actually have
Most go-to-market scorecards average eight areas into one number. The average sets the band, but on its own it can hide the gap that is blocking growth.
Read itAI & Sales Development · 8 September 2026 · 14 min read
Has AI made SDR personalisation too perfect to trust?
AI can now create highly relevant SDR outreach in seconds. But when every message looks perfectly researched, human judgement, not more automation, becomes the scarce source of buyer trust.
Read itPipeline Quality · 23 June 2026 · 4 min read
Amazing pipeline, terrible win rates: celebrating the wrong number
Pipeline that looks amazing on paper often hides a 5% to 7% win rate. The fix isn't more opportunities: it's a tighter definition of what a real opportunity is.
Read itQuota & Compensation · 22 June 2026 · 9 min read
How to keep 95% of your SDRs and BDRs winning, and your CFO happy
A CFO sees 95% of SDRs hitting quota and reaches for the 50 to 60% benchmark. The answer isn't fewer winners: it's a standard based on SPICED, from Winning by Design, for what earns quota.
Read itSDR Team Design · 15 June 2026 · 3 min read
The SDR team that never had a chance
Most in-house SDR teams are overwhelmed, not underperforming. Hiring more reps into a broken model multiplies the problem: the fix is redesigning the model they walk into.
Read itWhere this starts
See where your own go-to-market sits.
The free Outside-In Read reads your go-to-market from public evidence and places it on the four-band maturity scale, naming the first area to fix.