Essays
Operating notes for founders, sales leaders, and anyone who wants to think more deeply about hiring, sales, and the work behind them.
Hiring is About Predicting Growth
Why the best hires are often the ones with the most room to grow.
The First 60 Days of a Sales Hire
Why repeated behavior reveals more than first impressions.
Why Cold Outreach Fails
The first message isn't there to explain; it's there to get a reply.
How Companies Die
Why companies fail when everything still looks functional.
Founders and Entrepreneurs
The difference between starting a company and owning the consequences.
The Curse of Control
How founders become the bottleneck without realizing it.
Predicting Sales Performance
Why evidence of initiative predicts sales performance better than interview answers.
Confidence is a Byproduct
Why the greatest strengths come from staying in uncertainty.
Sales Targets Lower Performance
Why sales targets change behavior more than they measure it.
Effort vs. Value
The market measures what you produce, not how hard it felt.
Hiring for Learning Speed
Why adaptation matters more than experience in early talent.
The Problem with Interviews
People reveal themselves differently depending on the environment.
Why Most People Resist Growth
What years in edtech taught me about human behavior.
What Instructions Teach
Every instruction teaches more than the task at hand.
Managing Adults
Why teams stop thinking when you optimize for control.
The Cost of a Bad Hire
Why the biggest cost isn't salary. It's lost momentum.
Sales is Computationally Irreducible
Why you can't predict a close without running the actual process.