Newsletter

Notes on where B2B companies leak profit.

Monday to Saturday, a short note reads one real decision in a B2B commercial organisation through one of six lenses. On Sunday, Kihon Labs Weekly reads the six together in one email.

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The notes

The latest notes, newest first.

Time management6 min read

Sales reps spend 60% of their week not selling

On 3 February 2026 his company published the seventh edition of its State of Sales report. It surveyed 4,050 sales professionals in 22 countries in August and September 2025.

Cem Gorer, Founder
Integrated training6 min read

Account executives ramp in 6.2 months; companies buy experience

On 22 June 2026 the Bridge Group published the tenth edition of its account-executive study. 158 B2B companies answered. A new account executive now needs 6.2 months on average to reach full productivity, the longest the study has measured since 2006.

Cem Gorer, Founder

All earlier notes

  1. Daily · 3C Dealers said they warned Stellantis for two years
  2. Daily · Work organisation Porsche cuts its sales regions from five to four
  3. Daily · Time management Three leaders cut recurring meetings; one counted the hours
  4. Weekly synthesis · §01 Three companies moved a date; Accenture counted its hours
  5. Daily · Working conditions Three companies added an office day; two delayed it
  6. Daily · Integrated training Accenture spends $1 billion a year training 814,000 people
  7. Daily · Strategy implementation Microsoft pushed metered Copilot billing back a month
  8. Daily · 3C Nike folds Greater China into a geography led from Singapore
  9. Daily · Work organisation Hemnet's sales chief got a new boss after 13 months
  10. Daily · Time management Higher-paying firms spend more of the week in meetings
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The week

Six lenses, then one synthesis.

Each day takes one lens and one story from the week’s news. The lenses are ISEOR’s; the reading of the commercial organisation is Kihon’s.

  1. Mon

    Time management

    Where senior time goes, and what it displaces.

  2. Tue

    Work organisation

    Who does what, and the handoffs between them.

  3. Wed

    3C

    Communication, coordination and cooperation: what one team learns and the next never receives.

  4. Thu

    Strategy implementation

    Whether the strategy reaches the working week.

  5. Fri

    Integrated training

    Whether people were taught the job as it is now.

  6. Sat

    Working conditions

    The tools, the load and the setting the work is done in.

  7. Sun

    The synthesis

    The six read together: what they add up to and what they still do not show. This is the issue that arrives by email.

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Three ways to keep going.

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FAQ

Newsletter FAQs.

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One email a week: the six stories, the six lenses, and what they show together, with a link to each note on the site.
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Yes. The notes and the Sunday issue cost nothing, and there is no paid tier.
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They are used to send Kihon Labs Weekly and for nothing else. Every issue has an unsubscribe link, and the privacy policy says how the data is handled.
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Yes. Every note is listed on this page, and stays.
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