The Trust Files
Short essays on selling, buying, and why pipeline behaves the way it does. A new one most Wednesdays. No newsletter gate, no fluff, no growth-hacking listicles.
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Every deal you chase is a piece of a life you won't get back. The most valuable thing you can sell a buyer is more of his.
Read the note →The fastest way to grow is to want fewer customers, more specifically. A message for everyone is a message for no one.
Read the note →Every January, gyms fill up. Every February, they empty out. You cannot build anything on a feeling. You build it on a standard.
Read the note →Tell me a product cuts processing time by 37 percent and I'll forget it. Tell me the night it saved someone's launch and I won't.
Read the note →You don't get a first impression anymore. You get a first frame. Attention is earned, and the window is brutally short.
Read the note →Memorizing the script is having. Reading the room is being. Knowledge that doesn't change behavior is just weight.
Read the note →A doctor who prescribes before examining is committing malpractice. So is a rep who pitches before asking where it hurts.
Read the note →The most valuable market research a company owns is a recording of its best salesperson answering a real question. Most let it evaporate.
Read the note →Not sure where your pipeline leaks?
We map your pipeline math, name the two places your site leaks the most trust, and tell you whether a rebuild is the right answer. Sometimes it isn't. We'll say so.
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