Writings
From the field.
Essays on the sale, the language, the hire, and the demo that was theater.
Product-led distribution is an oxymoron
You built the thing. That is not the same as getting it sold.
Language in business continues to suffer
Jargon does not make you sound smart. It hides. AI copies the hiding.
SpaceX as ERP strategy: how to be less dumb
If you did not delete anything, you did not transform anything.
From chatbots to agentic procurement
Agents without a front door decide in a vacuum.
Equal commitment
The sale is a handshake. One side does not get to walk off with the ball.
The first hire freezes the process
Headcount is not a sales operating system.