Articles by Mgr. Václav Dušek

Sales Analytics

Why B2B Sales Teams Are Leaving Revenue on the Table

The data gap between available pipeline information and what sales teams actually use to make decisions is where most revenue is quietly lost. A framework for closing it.

CRM Strategy

How to Build a CRM Your Sales Team Will Actually Use

CRM adoption failure is the most expensive recurring problem in Czech B2B sales operations. What drives it, and how to build a system your team will genuinely use.

Data Analytics

Using Data to Shorten the B2B Sales Cycle

Sales cycle length is one of the most controllable variables in B2B revenue performance. How to use pipeline data to identify and eliminate the delays that extend it unnecessarily.

IT Consulting

What B2B Businesses Get Wrong About Sales Technology

Technology purchases rarely solve sales problems. What actually determines whether a sales technology investment delivers value — and what most Czech B2B businesses get wrong.

B2B Strategy

Lead Scoring for Czech B2B: A Framework That Drives Revenue

Not all leads are equal, but most Czech B2B teams treat them as if they were. How to build a lead scoring model calibrated to your specific pipeline and buyer profiles.