Thinking
Writing worth reading.
On revenue, sales leadership, and the uncomfortable truths about founder-led growth. No filler. No 10-part LinkedIn threads turned into posts. Just things I actually think.
AI Won't Fix a Broken Revenue Function. But It Might Accelerate a Functioning One.
Every sales team is being told to adopt AI tools. Most of them have more pressing problems. Here's how to tell which situation you're in.
Read the piece →How I Actually Use AI in RevOps Work
Not the theoretical version. The specific ways AI tools (Claude primarily) show up in my day-to-day RevOps and fractional commercial leadership work.
The AI Sales Toolkit Is Getting Crowded. Here's What Actually Matters.
Every week there's a new AI tool promising to transform sales. Most teams are getting distracted. Here's a practical framework for deciding what's worth your attention.
Series A Sales Infrastructure Checklist
What your revenue function needs to look like before and immediately after a Series A. A practical checklist for B2B founders.
The Founder Extraction Playbook
How to systematically remove yourself from the day-to-day of sales without revenue dipping. The steps, the sequence, and what makes it hard.
Founders Are the Worst Salespeople for Their Own Businesses
Not because they can't sell. They're often brilliant at it. The problem is that they're too good, and the business has quietly organised itself around that fact.
How to Qualify Beyond BANT (And Why You Should)
BANT is a 60-year-old framework that was designed for transactional sales. Here's what to use instead for complex B2B deals, and why it matters.
How to Build a Sales Process From Scratch
Most B2B businesses don't have a real sales process, just a founder who sells. Here's how to build one that works without them.
HubSpot for B2B Founders: What to Actually Set Up
Most founders set up HubSpot badly and then blame the tool. Here's what actually needs configuring, and what you can ignore until later.
Pipeline Stage Definitions with Exit Criteria (A Working Template)
Vague pipeline stages are the root cause of most forecasting problems. Here's how to define them properly, with exit criteria that mean something.
What a Fractional CRO Costs in the UK (And What You Get)
Fractional CRO pricing in the UK varies widely and isn't always transparent. Here's what the numbers actually look like and how to think about the return.
Fractional CRO vs Hiring a Head of Sales: Which Is Right?
Two different solutions to the same problem. Here's how to tell which one your business actually needs, and which one tends to go wrong.
What RevOps Actually Means (And What It Doesn't)
Revenue Operations is one of the most used and least explained terms in B2B right now. Here's what it actually is, why it matters, and what founders usually get wrong about it.
Signs Your Sales Process Is Founder-Dependent (And What It's Costing You)
Most founders don't realise how dependent their revenue is on them personally. Here are the signs, and why they matter more than the pipeline number.
What Is a Fractional CRO? When You Actually Need One
The term is everywhere. The explanation usually isn't. Here's what a Fractional CRO actually does, who it's right for, and what it's not.
Why Your CRM Is Lying to You (And What to Do About It)
The pipeline number your CRM shows you is almost certainly wrong. Not because the tool is broken, but because the system around it is.
The Case for Fractional (And When It's the Wrong Answer)
Fractional commercial leadership is having a moment. Some of the enthusiasm is justified. Some of it isn't. Here's how to tell the difference.