Writing on revenue, pipeline, and the founder-led sales motion — one question at a time.
B2B pipeline data rots quietly when nobody owns CRM hygiene. A 3-step audit for founder-led 5 to 100 person teams: define, sweep, restart.
May 10, 2026
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Most founders treat the CRM as their sales system. The CRM is the infrastructure. A Revenue Operating System is the methodology that runs on top of it.
May 3, 2026
Most B2B founders have a pipeline with more deals than will ever close. Five diagnostic questions to separate real opportunities from friendly conversations.
April 28, 2026
Most B2B founders stuck at the revenue ceiling have a naming problem. The missing name is Revenue Operating System. The three defaults explain why.
April 26, 2026
Most founder pipelines mix interested, compelled, and committed deals and call them pipeline. Only committed is a forecast. The test takes three questions.
April 24, 2026
Hire salespeople, buy a CRM, fill the funnel. The standard SaaS scaling playbook isn't wrong. The order is. Why most founders burn money on the sequence.
April 21, 2026
Most B2B tech founders don't have a sales problem. They have a diagnosis problem, and it shows up in the pipeline, the deal review, and every hire made to fix it.
April 19, 2026
Most founders scale before they know what's working. An INSEAD study across 515 startups shows why mapping first produces 1.9x more revenue with less capital.
April 18, 2026
