Pay attention to your default behaviour
What you do when you do not know what to do is a decision you are making every week without noticing.
October 2026Essays.
On selling your own product when you did not set out to be a salesperson.
Shiny red ball
Rejected by the market, most builders go back and polish. Polish was never what was being rejected.
October 2026Founders don't outsource sales
A salesperson can repeat a pitch that works. Nobody can be hired to find out what it is.
October 2026The first customers are hand-to-hand combat
There is no channel that produces your first ten. There is you, one conversation at a time, and people keep trying to skip it.
September 2026Founders are the company. Don't hide.
The one advantage you have over an incumbent is that you are a person who can reply. "We" throws it away.
September 2026No larping
Most of what looks like running a startup is a costume. The costume is comfortable because nothing you do in it can be proved wrong.
September 2026Start selling now
Customer discovery is phase one of sales. You have been selling for months; you have just been doing it without keeping any of the records that make it work.
September 2026The only shortage is discipline
AI removed most of the reasons you could not build the thing. It removed none of the reasons you will not sell it.
August 2026Your pipeline is a feeling
Most founders can tell you how sales are going. Very few can tell you what closes this month, and the difference is most of the problem.
August 2026Prospecting is not a mood
You prospect when the pipeline is empty, which is exactly when it is too late for it to work.
July 2026