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Notes on building commercial momentum.
Practical writing on business development, pipeline and sales strategy — drawn from building commercial functions inside AdTech, sports media and iGaming.
Business Development Strategy for Early-Stage B2B Companies
Most early-stage companies do not have a business development problem. They have a focus problem. Here is how to fix it before you spend money on headcount.
PipelineHow to Manage a Sales Pipeline That Actually Forecasts
A pipeline is not a list of companies you would like to sell to. It is a forecast, and most of them are wrong for the same handful of reasons.
AI in SalesHow AI Is Changing B2B Sales — What Actually Works in 2026
AI has made it trivially easy to send more emails to more people. That is precisely why reply rates have collapsed. The advantage has moved elsewhere.
Sales StrategyBuilding a Sales Strategy: A Practical Framework
Strategy is what you choose not to do. Most sales plans are activity lists in disguise — here is a framework that forces the actual decisions.
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