Content about persuading and converting *individual* prospects or customers. The target is a specific person or organisation. If the content is about reaching an audience at scale, it belongs in Marketing.
This Deep Dive explains why founders avoid succession planning, how to choose among exit routes, when to start, how to identify and develop a successor, why handovers fail, how family-business succession adds complexity, and what the psychology of exiting does to founders after the deal is done.
LeadershipSales
Product-Market Fit
This Deep Dive explains what product-market fit actually means, why it is a spectrum rather than a binary event, how to measure it with real signals instead of intuition, how to diagnose what is blocking it, and how to decide when to persist versus pivot.
SalesOperations
Turning Around a Business
This Deep Dive explains how strong turnarounds work in practice: act before certainty, distinguish a cash crisis from a product-market-fit crisis, stabilise first, return to first principles, and rebuild demand, people decisions, and financial structure with honesty and speed.
SalesMarketing
Advisories
When your best salesperson is you — and you need to stop being the one selling
If you are the person who closes most of your business, you already know this is a problem. Every deal requires your involvement. Every conversation where you hand off to someone else produces a worse outcome. The business cannot grow beyond your personal capacity to sell — and your personal capacity is already fully committed. This Advisory explains how to fix that, in the right order.
SalesLeadership
Digests
Prospecting & outreach
YouTube
How to get your first customers as a founder
Y CombinatorDecember 29, 2022
Prospecting & outreach9
Sales systems & CRM7
Product-market fit5
Founders must do sales themselves before hiring anyone else.
Outbound is a numbers game — 100 emails is never enough.
Charge from day one; unpaid pilots mean you have no customers.