I was sitting with a founder last week when the advice stopped working. She runs a small studio and she was doing everything right. Posting daily, following…
Read articleI thought the problem was volume. It wasn't. And before you say of course it wasn't - I know. I still spent most of last year pouring more posts, more…
Most founders think marketing is about adding more. I keep seeing the opposite. Watched a founder delete three campaigns last month and put the whole budget…
A founder walked me through her numbers last week. $22k into Meta, 61 leads in, three calls on the calendar. I asked what happened to the other 58. Long…
Read articleThree years in this work, I was on the couch Sunday night when the same problem came back in a new shape A founder closed a client from a DM that felt like a…
Read articleWe had our team meeting yesterday and one of the guys on our team was up on stage walkin us through something, and i had this small moment where it hit me he…
Read articleI've watched about a dozen founders lose a deal to a cheaper competitor this year, and every single one of them blamed price. None of them were right. Two…
Read articleThe almost-yes is the most expensive kind of lead. It’s the person who replies fast, asks two smart questions, says “this sounds exactly like what I need”…
Read articleA founder I like told me last Tuesday he was "just staying on top of things." I watched him answer three emails during our thirty minute call. Same shape…
Read articlethe playbook stopped holding at the exact moment everyone started following it a founder i know spent four months convinced her price was the problem. she…
Read articleFounders get this backwards. I did too. Nobody tells you the real cost of 'looking credible.' It isn't money. It's the hours you burn polishing instead of…
Read articleThe one number I couldn't shake was 41%. Same offer, same price, same kind of founder sitting across the table - the close rate split almost straight down…
Read articleYou don't find out what's holding something up until you almost drop it. I built my whole offer around being the fastest option in the room. Speed was the…
Read articleI used to think a sales call was won in the middle of it Turns out the decision happens in three quieter moments - the first reply, when they're deciding…
Read articleI've started calling it the quiet discount. It's the gap between what you charge and what you'd charge if you believed the number you said out loud. Nobody…
Read articleI wasted eighteen months blaming lead flow. It was never the leads. Every soft month pointed the same direction - spend more, post more, get more people into…
Read articlePrice never killed a deal for me. I did - every time I answered a question someone hadn't asked yet. I learned this the expensive way, in a stretch where I…
Read articleTwo weeks ago a lead went quiet on me - eleven days after the yes. Not a rejection. A slow fade. And when I went back through the thread, the exact spot…
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