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- Indexed issues, last 90 days
- 10
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- Sep 8, 2026
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- Aug 7, 2026
Latest issues
Demand Generation vs. Lead Generation: The Way I Make Sense of It All (opens the original)
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Imagine you decide to host a neighborhood barbecue.You print out 500 flyers, walk down your street, and offer them to anyone who walks past.When someone pauses to ask what time the food will be served, you politely ask for their phone number so you can send them a reminder.They give it to you, take the flyer, and carry on with their day.There is absolutely nothing wrong with this approach, it is standard, organized, and proactive.That is Lead Generation. You offered value (the information), id
The Clarity Problem Disguised as a Management Problem (opens the original)
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I do not track hours.Some people tell me that is why I will stay small.Maybe they are right.But I have watched enough companies now to know that hours were never the variable.I have seen teams move fast and win. I have seen teams move just as fast and die with everyone working weekends.The difference, every single time, was whether the leader was clear about what winning looked like.That is the whole conversation. Everything else is noise.Speed Is Not the Variable You Think It Is<
Founder-to-Founder Give Manual Outreach The Exact Same Priority As Automated Outreach (opens the original)
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Let’s say you’re standing on the deck of a boat looking out at the ocean.In your left hand, you’re holding a massive fishing net. In your right, a heavy steel spear.If you throw the net, you’ll catch dozens of small fish swimming near the surface, the ones looking for an easy meal right now.But the giant blue whale cruising through the deep water? It won’t even notice your net. To land that whale, you need patience, precision, and the spear.Yet, nowadays GTM teams (the one I have seen) spend all
The No-BS Guide To Demand Gen (opens the original)
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Imagine walking down a busy street in your city.On one side, there’s a guy with a megaphone shouting, “Buy this soap! It’s 20% off today! Step right up!” People who cross this person put their heads down, walk faster, and avoid eye contact.Now, imagine down the same street, a cozy local coffee shop opens up. They don’t shout at you.Instead, every morning when you walk by, you smell fresh coffee beans.Once a week, they post a cool chalk sign explaining how different coffee beans are roasted.<
GTM Anti-Patterns: Seven Failures Nobody Bothered to Name (opens the original)
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It is not a bug. Bugs break loudly. Bugs get caught in review, get a ticket, get fixed by Thursday.An anti-pattern is quieter. It works just enough to pass. Everyone repeats it. Nobody questions it. And it costs you a year.GTM is full of these. We just never bothered to name them.That is the actual problem.<a class="image-link image2 is-viewable-img" href="https://substackcdn.com/image/fetch/$s_!OuUC!,f_auto,q_auto:good,fl_progressive:steep/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpu
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