Essays
Longer pieces on go-to-market, revenue, and how businesses actually behave. Things that are worth writing down and don't belong on any of the other properties.
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August 9, 2026
Cold Leads Take More Work. That's the Source, Not the Quality.
Every closed deal requires the same trust work. A referral had all of it done before the first call. A cold lead has all of it still to do. Same destination, more steps, and the leads get blamed for the difference.