01 / the writing

Articles

Writing on revenue, pipeline, and the founder-led sales motion — one question at a time.

signalrev article cover: five diagnostic questions

Five diagnostic questions that separate real pipeline from friendly conversations

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

signalrev article cover: the three defaults

The three defaults every B2B tech founder falls into

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

Interested, compelled, committed

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

The expensive sequence

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

signalrev article cover: not a sales problem, a diagnosis problem

Most B2B tech founders don't have a sales problem

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

Find the signal before you scale

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

02 / one next step

Book a call to see if there's a fit

Thirty minutes, a first look at where the gap might be. Every call is with me, Richard.

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