Ideas
Sales Leadership
July 2026 · 5 min
Specialist teams don't underperform because of talent. They underperform because ownership is ambiguous and the motion was never defined.
AI & Enterprise GTM
June 2026 · 6 min
AI accelerates whatever motion you already have. If the motion is unqualified pipeline and inspection culture, you will now generate both faster.
Revenue Architecture
April 2026 · 4 min
The best quarter I ever ran was the least heroic. Everything that produced it had been designed months earlier.