What to expect
No filler. No weekly obligation. Just thinking worth your time.
I write when I have something useful to say, not on a schedule. Most of what I write comes from patterns I'm seeing across engagements: the same CRM problems showing up in different businesses, the same founder behaviours creating the same structural issues, the same misconceptions about what fractional commercial leadership actually means.
The writing is practical. Not motivational, not theoretical. If it doesn't help you think differently about a specific commercial problem, I haven't done it right.
Subscribers get articles directly. Occasionally a short note on something I've observed. Nothing else.
What I write about
- Why most CRMs are lying to the businesses that use them
- What revenue operations actually means, and what it doesn't
- The structural problems that make founders indispensable to every deal
- How to build a pipeline that reflects reality rather than optimism
- What fractional commercial leadership looks like in practice
- Sales process design: why most businesses don't have one and what to do about it
- AI in the revenue function: what actually works and what doesn't
- Hiring for revenue roles: what to look for and what to ignore
Frequency
When I have something worth saying. That's typically once or twice a month, sometimes more during busy periods, sometimes less. I'd rather send nothing than something I'm not proud of.
Recent writing
What's been worth saying recently.
Why Your CRM Is Lying to You
The problem isn't the tool. It's that the CRM was set up around a process that no longer exists, and nobody has told it.
Read →The Case for Fractional: Why Part-Time Commercial Leadership Works
A fractional CRO isn't a compromise. For businesses between £500k and £5M ARR, it's often the most commercially sensible option.
Read →How to Qualify Beyond BANT
BANT isn't a qualification framework. It's a checklist that filters out the wrong deals for the wrong reasons. Here's what to use instead.
Read →What RevOps Actually Means
Revenue Operations has become a job title, a department, and a buzzword. What it actually describes is more useful and less complicated than any of those.
Read →AI Won't Fix a Broken Revenue Function
AI is a multiplier. If the foundations are broken, it produces more broken output faster. The foundations come first.
Read →Signs Your Sales Process Is Founder-Dependent
Most founders don't realise they've made themselves the ceiling of their own business. These are the signs it's already happened.
Read →Worth subscribing to.
If you're building a B2B business and care about doing the revenue side properly, this is the writing I'd want to read.