listening cycle
listening-cycle
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
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
