The Forecast Meeting Nobody Believes
Every Monday, your team performs a ritual. They present numbers they don't believe to a leader who can't verify them. Then everyone agrees to pretend the number is real until Friday.
4 min read 
You Lost The Deal Before You Opened Your Mouth
Your buyer decided you were a vendor in the first ninety seconds. Not because of what you said. Because of what you signaled. And once that frame is set, nothing you present, demo, propose, or discount will undo it.
10 min read
The Company That Had Too Much Pipeline
Pipeline coverage at 4.2x. Win rate at 11%. They told the board they needed more pipeline. They were wrong.
4 min read