Writing on revenue, pipeline, and the founder-led sales motion — one question at a time.
Every founder I work with asks the right question at least once a month. Almost none of them can tell me what the answer was six weeks later.
August 30, 2026
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Volume is a tax past a point. How one founder archived half his pipeline and had his best two quarters.
August 23, 2026
Keenan's maturity model has five levels. He says most revenue orgs are a 2 or a 3. The trouble is that a 3 feels like a 5 from the inside.
August 16, 2026
The biggest deal in a client's pipeline died on a Tuesday morning, in a twenty-minute review. It turned out to be the most useful thing that happened to his quarter.
August 9, 2026
Three weeks after a client rewrote its homepage to speak to two readers instead of one, the executive who'd sat through two years of demos said the pitch back to us. Unprompted. In his own words.
August 2, 2026
The best B2B messaging never picks a single reader. It has to work on the person using the product this afternoon and the person who has to justify the spend to a board next quarter, in the same paragraph.
July 26, 2026
The best-funded AI SDR company in its category lost most of the customers it won. Not because AI can't sell, but because it ran straight through the hole where a sales motion should have been.
July 19, 2026
The best test of whether a sales motion exists is what happens when the founder disappears for two weeks.
July 12, 2026
