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 | 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 | 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,...
by Mark Gordon | Jan 23, 2026 | Ramblings
They Do Not. TL;DR AI is making execution abundant and inexpensive, which shifts competitive advantage toward judgment, clarity, and decision quality. In 2026, weak positioning, unclear offers, and founder-dependent GTM systems are exposed more quickly, while...
by Mark Gordon | Jan 20, 2026 | Ramblings
TL;DR In complex B2B deals, being liked does not drive results. Data shows top performers succeed by challenging buyer assumptions, surfacing hidden risks, and creating clarity where buying groups are stuck. Buyers need direction and conviction to make hard decisions,...
by Mark Gordon | Jan 13, 2026 | Ramblings
TL;DR Pushing harder creates activity, not progress. Teams lose momentum when priorities are unclear, not because they lack effort. Real leadership means choosing one outcome that matters most, pausing everything else, and giving the team a clear definition of...
