SYSTEMIC REVENUEWriting
What I think about, in public.
Long-form thinking on revenue architecture, the seven leaks, AI in the operational layer, and the work underneath B2B sales nobody is being honest about.
13Essays
WeeklyCadence
2026Since January
Latest · Apr 9, 2026"We need to think about it." Five words. Six figures.Latest essaySeven Leaks
The Objection Problem: why "we need to think about it" costs you six figures.
Five universal objection categories. Five words your reps hear every week. And one infrastructure gap that turns a predictable conversation into a quarter of a million dollars left on the table.
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The Archive
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No. 13·Apr 9, 2026·Seven Leaks
The Objection Problem: why "we need to think about it" costs you six figures.
No. 12·Apr 1, 2026·Seven Leaks
The Qualification Problem: why most teams are losing deals they never should have been in.
No. 11·Mar 25, 2026·Seven Leaks
The Seven Leaks, and why fixing one doesn’t work.
No. 10·Mar 18, 2026·Methodology
The Call Autopsy: how to turn any call review into behavior that actually changes.
No. 9·Mar 11, 2026·Methodology
The Consulting Trap: why the model is designed to never end.
No. 8·Mar 4, 2026·Cost & Hope
The $783K cost of hope-based revenue.
No. 7·Feb 25, 2026·Hiring & Training
Why your VP of Sales can’t fix this, and what actually can.
No. 6·Feb 18, 2026·Build, Methodology
The 3-Week Build: what actually happens after you stop guessing.
No. 5·Feb 11, 2026·Diagnosis, Methodology
The 5-Day Diagnostic: why most companies diagnose the wrong problems.
No. 4·Feb 4, 2026·Diagnosis
How to know if you need Revenue Architecture: a self-diagnostic.
No. 3·Jan 28, 2026·Cost & Hope, Diagnosis
The real cost of sales inconsistency, and how to calculate yours.
No. 2·Jan 21, 2026·Hiring & Training, Methodology
Why most sales training fails, and when it actually works.
No. 1·Jan 14, 2026·Diagnosis, Methodology
Why only 1-2 reps hit quota, and why fixing it isn’t what you think.
Revenue Reality
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