Archive
Dive into a collection of past posts and rediscover timeless content.
sales
+9
Sep 23, 2026
•
3 min read
Your discovery calls have a revenue problem
Over 30 founders asked me two different questions over the last month, underneath both was the same one, How do I find paying customers?
startups
+8
Jun 19, 2026
•
3 min read
Where do customer conversations come from?
The most consequential decision in the whole process of building a startup — and the one most founders treat like an ops problem
startups
+6
Jun 1, 2026
•
3 min read
The questions that inform the Bullseye Customer one-liner
Filling in the blanks is the easy part
facilitation
+10
May 21, 2026
•
3 min read
How to build a Bullseye Customer one-liner
The difference between a customer you describe generally and one you can actually find, breaking down the one-liner itself
tense
+9
May 12, 2026
•
3 min read
The question is always about the past
The answer to the future lives in what your customer has already tried
startups
+7
May 4, 2026
•
3 min read
When your pipeline stalls, check which conversation you're having
Sales down 23% over 18 months — not for lack of customer contact, but for lack of the right kind of contact
startups
+7
Apr 27, 2026
•
4 min read
The difference between a discovery conversation and a sales pitch is one question
The moment you pitch, most conversations are over
startups
+7
Apr 18, 2026
•
2 min read
"Um, shit," I said
On echo chambers and the 1-pager I should have updated a year ago
