Writing
Why pipelines lie
Notes on diagnosing deals from the evidence that already exists — reply latency, contact direction, and who stopped answering — rather than from what a rep had time to type.
Why CRMs decay, and why better process will not fix it
CRM data decays because its accuracy depends on the least motivated person on the team doing admin at the end of their worst day. Adding process does not fix that — it produces compliance behaviour, where fields get filled in with whatever passes review, which is worse than a blank field because it looks like data.
Eleven days of silence is a lost deal, not a slow one
A deal where the buyer has not initiated contact in eleven days while your rep has sent three follow-ups is not a slow deal, it is a lost one that has not been recorded yet. Activity counts hide this because they count messages without counting direction — two messages in a week looks healthy and is terminal if the rep sent both.