Speaking slots tell you what a leader is selling inside
When a buyer takes the stage at a conference, the talk is a pitch for their internal agenda. How to read a speaking slot and write to it.
3 min read
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Hypotheses for cloud services
How to write a misery hypothesis when you sell cloud services. Where to look, the four guesses that tend to land and an example opener.
3 min readThe quiet signal in a LinkedIn job change
New CIOs are the loud job changes. Quiet ones, like a new title one level down or an internal promotion, often say more about where budget is going.
3 min readHow to read a 10-K like a seller
The sections of a 10-K that reveal business pressure, platform bets and budget, and how a seller turns one line into a sharp first message.
4 min readThe difference between a backfill and a new program
A backfill replaces someone who left. A new program builds something new. How to tell them apart in job posts and why it changes your outreach.
3 min readCleaning a target list in an afternoon
A practical way to clean a services target list in one afternoon. Cut the wrong fits, sort the quiet from the live, and leave with a list you'll work.
3 min readThe tech stack hiding in plain sight in job posts
Job posts name the platforms a company runs, the ones it's leaving and the ones it's moving to. Here's how to read them for a services opening.
3 min readWhy your cold email sounds like everyone else's
Cold email sounds generic when it starts with your firm. Research and a hypothesis about the buyer's problem make an opener sound like nobody else's.
3 min read