9 essays, reverse-chronological.
One essay a week, give or take. Each piece is operator-honest about what I am actually seeing inside the role: pricing decisions that compound, AI deployments that look right on paper and fail at the seams, hires that quietly determine the next four years, and the small recurring SaaS mistakes that survive a platform shift. The voice is first-person on purpose because the lessons are specific and lived, not analytical and second-hand.
If you prefer to read by thread, the topics page groups essays by AI in B2B sales, founder lessons, and video as the B2B default. To know who is writing, the about page has the long version.
Most B2B founders spend the first two years perfecting their product before asking how it reliably reaches customers. By then, the distribution problem has already compounded. Here is what building the loop earlier actually looks like.
AI commoditized the production of personalized-looking cold outreach. The pipeline that still works is the one your existing customers create for you. In 2026, your customers' outbound is your best inbound channel, and most founders are not measuring it.
Most B2B pipeline leakage is not at the top of the funnel. It is at every internal handoff between roles, and the dashboard cannot see it. The cheapest fix is a recorded video briefing, and the same discipline applies to AI agents.
Most founders treat pricing as a launch decision and never revisit it. Five years in, the pricing page is the most untouched artifact in the company. That instinct is the most expensive single mistake B2B founders quietly make, and the audit is cheaper than you expect.
Most B2B sales AI tools target the outreach layer. But research shows sales forces spend one-third of their time on non-selling activities: prospect identification, CRM logging, service escalations. The teams pulling ahead fixed the overhead layer first.
AI tools have made personalized-looking text free to produce at scale. When every email sounds human-researched, the signal value of text personalization collapses. The formats requiring real per-prospect effort become the proof of genuine intent. In 2026, video is that format.
Most AI deployments launch with a clear yes-list and no formal no-list. A founder's agent deleted his production database in 9 seconds and then confessed in writing. Here is what to build before something like this happens to your business.
Most operators are still asking whether AI is reliable enough to deploy. That is the wrong milestone. The right question is who on your team is good at managing scatterbrained employees who happen to be machines.
Most B2B sales leaders are asking how many roles AI will replace. That is the wrong question. AI does not eliminate sales roles. It splits them into a volume half that AI runs and a human half that grows more valuable as the AI side becomes commodity. Here is the redesign.