Reading for the long game.
On relationships, memory and calm software.
What top salespeople do differently
Charisma, confidence, the gift of the gab — the image of the great salesperson has one flaw: the data doesn’t back it. What sets the best apart can be learned. And it’s usually the opposite of what you’d expect.
Tým LemnioWhere the deal ends and the relationship begins
In the seller’s head, the signature is the goal. In the customer’s head, it’s the start. That gap decides whether a second deal ever comes — and why most companies waste it.
Tým LemnioHow a service company never misses a renewal
A renewal is the cheapest deal you'll make — and yet it gets handled the week before it expires. A 90/60/30-day timeline and one line from last year's note that sells better than a discount.
Tým LemnioCRM for machinery sellers: managing a sales cycle that lasts a year
Six months to two years, more decision-makers and months of silence between steps. What a system for selling machinery and technology has to do — and why it isn't pipeline stages.
Tým LemnioHow to choose a CRM for a small business: 10 questions before you pay
CRM comparisons weigh features, but other things decide: the real price, data export, languages and who actually answers you. Ten questions for every vendor — including us.
Tým LemnioHow to move from Excel to a CRM without losing data
A spreadsheet isn't wrong — it just stops being enough one day. Three signs that day has come, preparing your CSV, what not to drag along, and what to do in the first week after import.
Tým LemnioFollow-up without spreadsheets: a reminder system that actually works
Your follow-up spreadsheet fails for the same three reasons every time. Four principles of a reminder system that speaks up on its own — with a date, a reason and context.
Tým LemnioThe deal doesn't end at signature: caring for the customer after the sale
For the customer, signing isn't the finish line — it's the start. Why silence follows the signature, what the second deal costs — and a rhythm of care you can schedule on the day you sign.
Tým LemnioPipeline vs. relationship: why a classic CRM isn't enough for long sales
A pipeline assumes one-way movement and an ending at signature. Long, relationship-driven sales breaks both — and needs a different unit of work: the relationship instead of the deal.
Tým LemnioWhat one forgotten customer costs you
A forgotten follow-up shows up in no report — which is exactly why it's so expensive. A formula and a worked example of how much the enquiries you forgot cost you each year.
Tým LemnioWhy you lose the deals you almost had
Most deals aren't killed by price or competition, but by the silence after "get in touch later." Why memory and spreadsheets aren't enough for follow-up — and one rule that turns it around.
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