Insights
Notes on finding the real problem.
Occasional. Most of the thinking happens on LinkedIn; this is where the longer pieces land. Every one of them is about the same thing: the problem is rarely the one you called about.
Guide
What custom software costs, and why
No price list. The eight things that actually move the number, and how to weigh them against the hours a tool gives back.
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September 29, 2026
Build or buy? Three questions before you commission custom software
Before you pay anyone to build software, answer three questions. If you can't, the answer is probably buy, or nothing at all.
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September 29, 2026
Zapier or custom software? How to tell which one you need
If a no-code tool fixes it, use it. It won't when the logic lives in your head, the input is a document, or you've become the automation's babysitter.
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September 29, 2026
Custom CRM or HubSpot? It depends on the shape of your sale
General CRMs fit the sale most companies have. When your sale has its own steps, its own method, or its own language, a CRM shaped to it earns its place.
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June 17, 2025
The three conversations nobody has when they promote their best salesperson
Promoting your top seller into management creates three conversations that decide whether it works. Most people skip all three.
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November 13, 2024
The best salespeople aren't following your process
Watch someone genuinely good at selling and you'll notice they aren't reciting anything. Here's what they're doing instead — and why your process still matters.
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