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.
20Essays
WeeklyCadence
2026Since January
Latest · Jul 15, 2026A yes with no next step on the calendar is a no that hasn't happened yet.Latest essaySeven Leaks · Diagnosis
After the Yes.
The buyer says yes in the room and means it. Then the contract goes out, the deal goes quiet, and a month later the rep writes "no decision" and moves on. These are not deals lost at the close. They die in the stretch between a verbal yes and a signed contract, the part almost nobody documents and nobody builds a path across. Here is why your best deals leak out after the yes, the four-step path that carries a yes to a signature, and the one habit that closes most of the gap.
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The Archive
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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.
Revenue Reality
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