Thinking out loud.

Notes on systems, growth, and building things that last.

April 29, 2026 · sales, decision-intelligence, crm, gtm

Why You Can't Explain Why Your Deals Close

Your CRM logs every activity, but it can't tell you why deals close or stall. Activity data isn't reasoning — and here's what a real decision log requires.

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April 21, 2026 · sales, context, gtm, ai, playbook, revops

Pre-Call Sales Context Is Broken. A Context System Is the Fix.

Giving reps more AI-generated context didn't fix pre-call prep — it made it worse. Here's what a GTM context system looks like, the four-layer architecture behind it, and why most teams build the wrong thing.

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April 10, 2026 · sales, icp, targeting, gtm

Why Your ICP Isn't Working — And What a Misaligned ICP Actually Costs

Most ICPs are ZoomInfo filters, not buyer profiles. Learn what ICP misalignment costs per quarter and the diagnostic process to fix targeting.

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April 2, 2026 · sales, performance, decision-intelligence, gtm

Why Sales Teams Can't Close the Top Performer Gap

The top performer gap in sales isn't a talent problem — it's a decision-capture problem. Learn why shadowing and coaching fail, and what actually works.

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March 26, 2026 · sales, conversion, scaling, gtm

Why 'Do More' Fails: The Real Fix for Declining Sales Conversion Rates

Adding reps, tools, and volume won't fix declining conversion rates. Learn why the 'do more' playbook backfires and what actually reverses the decline.

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March 20, 2026 · sales, scaling, context, gtm

Why Conversion Rates Drop When You Scale Your Sales Team

Scaling your sales team but seeing worse conversion rates? Learn why context loss is the structural root cause — and the architecture that fixes it.

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