Writing on revenue, pipeline, and the founder-led sales motion — one question at a time.
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.
July 5, 2026
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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 7, 2026
Revenue plateaus at the 5 to 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.
May 24, 2026
Your startup runway isn't limited by cash. It's limited by whether the sales methodology exists outside the founder's head. One question tells you if you've built it.
May 17, 2026
