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
AI
+5
Dec 1, 2025
•
9 min read
82 responses, three (3) interviews, and a single wasted week
When your data tells you one story and humans tell you another
fishing
+4
Oct 14, 2025
•
7 min read
The fish that swam away
Sometimes you have to hold something to feel it, to understand it
startups
+5
Oct 6, 2025
•
8 min read
Your customers aren't who you think they are
The gap between what you're building and who actually needs and wants it
Sesame
+1
Sep 22, 2025
•
5 min read
The WeWork common floor conversations that saved Sesame's launch
What we learned bribing strangers to look at our half-built product
