by Mark Gordon | Jan 26, 2026 | Blog, Sales
TL;DR When sales calls feel inconsistent and your pitch changes depending on who is in the room, the problem is not your sales skill. It is unclear ICP definition or weak messaging. Most founders cannot see this because they are buried in the execution. The fix is not...
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 21, 2026 | Blog, Strategy
TL;DR Most founders burn cash and time working harder on the wrong things because they skip the prioritization decision that comes before everything else. Unclear positioning is not a messaging problem. It is a symptom of poor prioritization. When you try to solve for...
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...
