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
B2B sales
Podcast
How Jack Black Skincare founders advise early-stage consumer brands
How I Built This with Guy RazApril 3, 2025
B2B sales9
Niche selection7
Case studies6
Sales and distribution must lead before marketing investment pays off.
Too many SKUs kills cash flow and wholesale conversations early on.
In-person community building outperforms influencer spend for premium brands.