When the System Decides the Strategy: A Lesson From Credit Union Solar Lending
A credit union I looked at could not offer a loan product it wanted to offer. Not because of risk appetite, pricing or regulation. Because of what the loan origination system…
Your Team Is in an Innovation Rut. Take Them Out of the Building.
The more time my team spent in the office, the more incremental our innovation pipeline became. It was that direct. Earlier in my career I ran a cross-functional CPG business in…
Conversational Intimacy: How to Run a Discovery Call People Open Up In
The best discovery call I ever watched ended with a customer inviting the rep to a barbecue. No demo. No discovery framework. A conversation. I want to talk about conversational…
Do Not Let the Team That Built Your Salesforce Org Audit It
I outsource most of my research. Not because I cannot do it, and not because the internal teams are not competent. Because the answers come back cleaner. Usually I want research…
Nobody Can Recite Your Mission Statement. Write This Instead.
Without looking it up, write down your company mission statement. Now your vision statement. Now the difference between the two. I have spent most of my career developing these…
Your RevOps Playbook Was Written for SaaS. Your Company Probably Is Not.
If aliens landed and read my LinkedIn feed, they would conclude the world economy runs on SaaS. It does not, and the gap matters more than it sounds. Most of what I see about…
How to Run a Sales Blitz Without Losing the Pipeline It Creates
A good sales blitz books fifteen meetings in three days. Most teams can account for four of them a month later. I tried an old-school business development technique a few years…
Is Vibe Coding Killing the Promise of Enterprise-Grade AI Agents?
Vibe coding is not killing enterprise AI agents—but trying to deploy vibe-coded prototypes as enterprise systems is. Everyone is excited about spinning up AI agents. You…
Have You Checked Your Web Chatbot Lately?
Your web chatbot is probably costing you more than it’s helping. I just checked ten random websites to test a hypothesis. All ten were dated chatbots circa Covid. Scripted…
Enrollment Is the Missing Link in Strategic Planning
Your strategy failed because nobody was enrolled. Why do strategies fail? It’s a popular business question with endless theories—frameworks, business models,…