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Entrepreneurship3 steps

Do It End-to-End Before You Hire For It

If the core team can't crack a function once, a new hire won't rescue it.

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Mindset3 steps

Embrace the Imposter: Act Despite Expecting to Fail

Stop trying to feel confident; give yourself permission to fail and take the shot anyway.

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Sales5 steps

Enterprise Procurement Navigation

Do procurement's work for them, define exactly what you do, and split contracts so deals don't die on the vine

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Leadership3 steps

Follow the Heat

The company's pressure point moves stage by stage; staff it as it moves.

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Marketing3 steps

Marketing's Reversibility Advantage: Try Everything, Make Noise

Product changes are near-permanent; marketing changes cost nothing, so experiment relentlessly.

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Sales4 steps

Pull, Not Praise: Reading Real Product-Market Fit Signals

Judge customer calls by the questions they ask, not the compliments they give.

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Sales3 steps

Qualification-First Diagnosis

There is no bottom-of-funnel problem — slow deals trace back to qualifying the wrong people, message, or problem

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Marketing3 steps

Support-Rotation Content Backlog

Mine support tickets for recurring confusion, then rank-order self-serve landing pages that answer them

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Communication3 steps

The 20/80 Marketing Review Checkpoints

Two aligned checkpoints — strategy at 20%, execution at 80% — so process speeds you up instead of slowing you down

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Sales5 steps

The 30-Prospect Manual Discovery Experiment

Before buying any sales tool, hand-pick 30 prospects, write each a real note, and let the response rate reveal your ICP parameters

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Leadership3 steps

The Comb-Shaped (Chameleon) Marketer

Move from T-shaped to comb-shaped — multiple deep skills you deploy on-demand via diagnosis

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Marketing4 steps

The DATE Framework for Marketing Strategy

Diagnose, Analyze, Take a different path, Experiment — an engineer's anti-playbook for marketing

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Marketing3 steps

The Dummy Explanation (Escape Your Bubble)

Write every message as if the reader knows nothing about you, your product, or your market.

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Communication3 steps

The Expectations-Reality Delta

Unhappiness is the gap between expectation and reality — and expectations are far easier to change

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Sales4 steps

The Four-Component Cold Outreach Message

Open cold with relevancy + a counterintuitive hook + a problem (never the solution), kept short enough not to scroll

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Sales3 steps

The Friction Commitment Test

Deliberately make the next step hard to filter for buyers who truly want it.

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Sales4 steps

The Service-First Wedge

When the buyer has no process to buy your tech, sell a time-boxed service that gets you the logo, revenue, and the pen

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Sales5 steps

Vulnerability-Based Customer Discovery

Admit you're early and unfinished (even if you're not) to get raw feedback, then gate-check whether the problem is real

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Sales3 steps

Win-Rate-First Funnel Math

Stop obsessing over conversion rate — a high win rate means you need far less top-of-funnel throughput

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