Stacked Nicls
Notes from the stack.
Wins, scars, and working notes from building AI-native go-to-market. Stack enough small ones and they compound.
- Founder-Led Sales Arc
Lead-Lined Clothes
Connor Price shouldn't work on paper, and that's exactly why he does. On living your brand when the market pulls one way and who you are pulls the other.
·3 min read - The Referral Co-op
The Referral Co-op
Channel programs optimize for the referrer's payout. Co-ops optimize for the client's outcome. The difference shows up in who you're willing to send your best relationships to.
·4 min read - Founder-Led Sales Arc
Feel With Your Head, Think With Your Heart
The advice I gave companies for twenty years, finally turned inward. On blind spots, doubts that aren't yours, and betting before the proof arrives.
·3 min read - Founder-Led Sales ArcThe Ceiling
Why Your Team Can't Sell Like You
You hired good people and they're still not closing like you do. It isn't a talent problem. It's that everything that makes you effective lives in your head, unwritten and untransferable.
·6 min read - Pipeline Theater
Should Your BDRs Report to Sales or Marketing?
The org-chart question everyone argues about is the wrong question. Where your BDRs report matters far less than what they're measured on and whether the handoff is a cliff.
·5 min read - AI-Native GTM
Outbound Isn't Dead
Cold, spray-and-pray outbound is dead. Signal-driven, warm-first outbound is having its best year ever. The difference is everything.
·4 min read - AI-Native GTM
What Gets Measured Gets Mismanaged
The metric that was supposed to create discipline quietly becomes the thing everyone games. Here's how activity targets eat the outcomes they were meant to produce.
·5 min read