July 19, 2026
The best revenue quarter I've watched a founder have started with fewer deals in the pipeline, not more. Here's the one question that separates a real deal from a well-wisher.
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The best test of whether a sales motion exists is what happens when the founder disappears for two weeks.
July 5, 2026
I work with B2B founders at the 5 to 100 person stage who are still personally running their sales motion.
June 28, 2026
A twenty-person company with eleven sales tools still can't tell which deals are real. Tools amplify a motion. They don't replace one.
June 21, 2026
Founders blame a bad sales hire when revenue stalls. Usually the motion was never written down. Here's the sequencing mistake, and what to fix before you hire.
June 14, 2026
Signal tools book calls but don't advance revenue. The inspection layer (interpret the signal, decide the motion, inspect the result) is the missing discipline.
June 6, 2026
Revenue plateaus at the 5–100 person stage are almost never pipeline problems. Three diagnostic questions that separate a growth problem from a qualification problem before you waste another quarter adding pipeline.
May 31, 2026
When a founder's first sales hire leaves without closing, the diagnosis is usually wrong. The founder was the system. Nothing transferred.
