WRITING · FIELD NOTES FROM LIVE ENGAGEMENTS

Things learned
the expensive way.

No thought leadership, no recycled frameworks. Notes written after the fact about what actually moved a number, and what quietly did not.

01 Why your pipeline review is a status meeting Most pipeline reviews ask reps what is happening. A useful one asks what the buyer did last week, and treats anything else as noise. PIPELINE
9 MIN 02 The ramp maths nobody runs before hiring Cutting ramp from nine months to four moves break-even further than cutting fifteen thousand off base salary. Here is the model. HIRING
7 MIN 03 Outbound is not dead. Your list is. Reply rates collapsed because targeting collapsed. A walkthrough of signal-based list building that still books meetings in 2026. OUTBOUND
11 MIN 04 Pipeline stages should be verifiable by the buyer If a stage can be advanced by a rep feeling good about a call, your forecast is fiction. Exit criteria the buyer has to perform. REVOPS
8 MIN 05 What CEE buyers do differently Procurement patterns, contracting norms and committee shape across Czechia, Poland and the DACH region, and why translated messaging fails. MARKETS
10 MIN 06 Fire the deal, not the rep Reps do not kill bad deals because nobody rewards them for it. Make disqualification a visible, celebrated outcome. PIPELINE
6 MIN

01

Also worth your time

The free tools

Three calculators used inside client engagements, on the open web with no email wall.

Run a tool →

Published pricing

Every package, every fixed-scope project, every number, before you speak to anyone.

See pricing →

The operator

Fifteen years, one person, a verifiable record. Who actually does the work.

Read the record →

WRITING IS THE CHEAP VERSION

The expensive version is someone in your pipeline every week.