Sales Strategy·Mar 2025
The four leaks that cost enterprises 30% of their pipeline
Most funnel drop-off isn't random — it's structural. A framework for diagnosing the four most common patterns.
8 min readRead
Insights
Essays from the commercial front line.
Frameworks, research, and candid analysis from our work with Tier 1 corporate revenue organizations.
Market Analysis·Feb 2025
Why TAM is the wrong question for mature categories
Total addressable market is a vanity metric for incumbents. Replace it with something sharper.
6 min readRead
Brand·Feb 2025
Enterprise buyers don't want differentiation — they want defensibility
Rethinking positioning for procurement committees, not creative juries.
7 min readRead
Leadership·Jan 2025
The commercial operating cadence of high-performing CROs
What weekly, monthly, and quarterly rituals separate the top quartile of revenue leaders.
10 min readRead
Sales Strategy·Jan 2025
Territory design is a growth lever — treat it like one
Most coverage models are inherited. A simple framework to pressure-test yours.
5 min readRead
Market Analysis·Dec 2024
Reading competitor signals without reading competitor tea leaves
A disciplined method for extracting strategic intent from public market behavior.
9 min readRead