by Mark Gordon | Feb 3, 2026 | Ramblings
TL;DR Founders often overvalue clever, nuanced explanations, but buyers prioritize clarity because confusion feels risky. If people cannot quickly understand what you do, who it is for, and why it matters, they will move on. Strong positioning removes friction,...
by Mark Gordon | Feb 2, 2026 | Blog, Strategy
TL;DR Most founders assume weak conversion is a volume problem. They think more leads will produce more closed deals. That is almost never true. When conversion rates are low, adding more leads just scales the underlying problem. The fix is not more activity. It is...
by Mark Gordon | Feb 2, 2026 | Ramblings
TL;DR In complex B2B deals, being liked does not move decisions forward. Top performers challenge assumptions, reframe problems, and create productive tension that helps buyers align internally and act with confidence. That advice sounds reasonable. But most of the...
by Mark Gordon | Jan 28, 2026 | Blog, Sales
TL;DR When founders list five value propositions in a pitch, buyers retain none of them. The problem is not the messaging. It is that leadership has not made the hard decision about what matters most. Buyers need to hear the one thing that solves their most urgent...
by Mark Gordon | Jan 28, 2026 | Ramblings
TL;DR Being “in the weeds” often hides the real constraint instead of fixing it. When founders stay buried in execution, they react to symptoms rather than address systemic problems. Stepping back creates the perspective needed to see what will actually break next,...
