sales
+9
Sep 23, 2026
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3 min read
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
The most consequential decision in the whole process of building a startup — and the one most founders treat like an ops problem
+6
Jun 1, 2026
Filling in the blanks is the easy part
+7
May 4, 2026
Sales down 23% over 18 months — not for lack of customer contact, but for lack of the right kind of contact
Apr 27, 2026
4 min read
The moment you pitch, most conversations are over
Apr 18, 2026
2 min read
On echo chambers and the 1-pager I should have updated a year ago
facilitation
Nov 10, 2025
8 min read
Why the timeline isn't about speed — it's about limiting how much you can invest in being wrong
+5
Oct 6, 2025
The gap between what you're building and who actually needs and wants it
