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Revenue RealityWhat 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.
24Essays
WeeklyCadence
2026Since January
Latest · Oct 7, 2026Design February first. Then the two days that feed it.Latest essayHiring & Training · Methodology
How to Plan a Sales Kickoff That Is Still Running in March.
Most January kickoffs are planned forwards, from the venue to the agenda to the speaker. The ones that change how a team sells are planned backwards, from what has to exist on February 15. Here is how to plan it that way, including the four-part structure for each training block and the 30-day review that keeps it alive.
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No. 24·Oct 7, 2026·Hiring & Training, Methodology
How to Plan a Sales Kickoff That Is Still Running in March.
No. 23·Sep 9, 2026·Diagnosis, Methodology
What a Fractional Sales Operator Fixes Before Asking for More Leads.
No. 22·Sep 3, 2026·Methodology, Diagnosis
Three Clear Outcomes for a Sales Conversation.
No. 21·Aug 26, 2026·Diagnosis, Methodology
Why Your Forecast Is Fiction.
No. 20·Jul 15, 2026·Seven Leaks, Diagnosis
After the Yes.
No. 19·Jul 8, 2026·Seven Leaks, Diagnosis
Dead on Arrival.
No. 18·Jul 1, 2026·Methodology, Leverage
A Tool No One Runs.
No. 17·Jun 24, 2026·Build, Methodology
The Follow-Up Fix Is Not a Tool.
No. 16·Jun 17, 2026·Seven Leaks, Diagnosis
The Deals That Die in Silence.
No. 15·Jun 10, 2026·Cost & Hope, Methodology
Why You Can’t Predict Your Own Revenue.
No. 14·Jun 9, 2026·Leverage, Methodology
The Map, Not the Model: what I learned when my AI got expensive.
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.
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