CRO turned CEO. Likes golf when time permits.

San Jose / San Francisco
Traditional dials and activities in sales are fast food. Companies should stop reporting calls and emails and start reporting pipeline per rep. Your leadership (execs, boards, etc.) want economics, not activity.
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I love this thread and aspire to write like this some day.
I am a member of the Norwegian Nobel Committee. Or I am not. This has, in recent days, become a matter of international dispute, and I would like to address it from the tram, where I do my addressing. You may have read a thing I wrote. A great many of you did, more than have read anything I was ever officially permitted to write, which tells you everything about the difference between a press release and a confession. And then something happened so purely, hopelessly funny that I have been smiling into my coffee for three days, which in Oslo is grounds for a welfare check. They fact-checked me. The Americans have a website for determining whether things are true, which is the most American sentence I will ever write. It examined my little confession. It ruled. First it established that I am not real. A relief to my wife. But it is the reason I have had framed. They cleared me of being real by proving that a real one of me would, by law, be silent until the year 2076. The deliberations are sealed for fifty years. My alibi was the confession. My guilt was that I had one. They did not rule the confession false. They ruled it unauthorized. There is a difference, and the difference is the whole of my country’s foreign policy. And then the detail I will take to the sealed vault. They faulted the confession for one specific deficiency. They noted, with the sorrow of a schoolteacher, that it “did not include markings” making it obvious the content was satire. No markings. I have been fact-checked for honesty and found guilty of style. In the land of Janteloven, whose first commandment is that you are not to think you are anything special, I have now been formally reprimanded, by Americans, for insufficient self-advertisement. My grandmother is appalled, and, for the first time, proud. And beneath the thing itself, the readers attached what they call a note. A small grey correction, voted on by strangers, appended to tell the passerby: this is not real. I have thought about that note more than is healthy. In my country we do not need a website for this. A note, here, is not an insult. It is an act of love, performed with a knife. We append it to the newborn and to the dead and to anyone, in between, who forgets the rain. We have had the community note for two hundred years. We call it Janteloven. I did not require the correction. I am the correction. I have spent my whole life as the small grey text beneath other men’s belief in themselves. It is the only committee I have ever truly served on. The complaint, you understand, was never that the facts were wrong. The complaint was that a civil servant had written them too well. In Norway this is the only crime we take seriously. But here is the part that should trouble you more than it troubles me, and it troubles me at four o’clock, in the dark. They had to rule at all because people believed it. Not everyone. Enough. Enough strangers read a damp man’s account of cinnamon buns and the rain that judges you and a woman named Kristin ending a meeting with the word “well,” and thought: yes, that is how the moral standing of the species is decided. They found the fictional Norwegian more credible than the real institution. They found the confession more plausible than the citation. And I think it is simply this. People do not disbelieve the official version because they are stupid. They disbelieve it because they can hear, underneath it, the sound of something not being said, and they will follow that sound anywhere. Even onto a tram. Even into the mouth of a man who does not exist. Now. The one across the ocean. You will want to know how he answered. So, I confess, did I. I checked. I am not proud of the checking. He said nothing. This is the great wound of my fictional life. A man who met the actual prize with six hundred words at midnight. Who told a rally we were an indelible stain, that we would not be forgotten, that he was owed eight medals, one for each war. He mourned, in ink, that he had not won the Noble Peace Prize. He spelled it wrong, and in doing so spelled it true. The prize was only ever a dead arms-dealer’s apology to his own obituary. Noble is what he wanted. Nobel is what was for sale. And about me, the man who sat down and explained, with some tenderness, precisely why he would never win it, he said nothing at all. I was the one thing he did not post about. He answered Norway. He answered the website. He answered the weather of a country he cannot find on a map. He did not answer the one man who had bothered to explain him to himself. He could not. To answer the confession he would have had to read it, and to read it he would have had to sit still, in the dark, for four o’clock’s worth of silence, and that is the one war he has never been able to end. The website observed, as though it were damning, that the account which produced me “contained other fictitious letters.” Yes. It does. The world is full of rooms I am not allowed into, and I have lately been climbing through the windows. The banker is invented. The arms-philosopher with his doctorate is invented. The Russian who gave up nothing, took everything, and wished a tyrant a happy birthday is invented. The only thing I did not have to invent was the wanting. That part arrived fully formed, from across the ocean, with a deadline it had already missed. It is dark now. Of course it is. The light here is rationed like everything else, like praise, like the prize. The buns are gone. Kristin said “well” an hour ago, the real one or the invented one, I have lost track, which I suspect was always the point. They ruled that I originated as satire. I accept the verdict. I would add only this, for the sealed file, for the clerks of 2076 who will unseal all of it and find the note waiting. I am the only fraud in this affair who told you, in the first line, that he might not exist. Everyone else kept their credentials. I did not make him want it the way a child wants a thing in a shop window. I only wrote it down. The fact-checkers have confirmed, officially, that I made it up. Ask them who made it believable.
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An unmarked @Walmart bag containing batteries and cat food was left on my porch this morning. Walmart delivery driver dropped it off at 8:48, took a photo and left it. I’m very confused.
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Sales teams generally don't need more pipeline. What they need is more conversions. More activity with a broken conversion rate just generates bad pipeline faster.
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Coors Light tastes 100x better on a golf course than anywhere else on the planet.
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It's very fullfulling when I spend 30-minutes writing a post on @Substack and I get told that I'm a good human.
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If you're a sales leader, trying to raise funds, keep in mind that investors will strip four deal types in diligence: single-contact, no activity in 30 days, no change in 30 days, close date pushed 3x. Those deals don't close and you're fooling yourself by keeping them.
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Pete Rose better be fast tracked to the HoF. @MLB
Atlanta Braves outfielder Ronald Acuña Jr. has partnered with Kalshi, making him the first MLB player to venture into prediction markets. Kalshi is also reportedly in talks with MLB for a leaguewide deal. nyti.ms/4y4Z0gX
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We just want the effort. Fake personalization is worse than no personalization. When you fake personalization in your outreach, you've told the prospect you'll fake things to get their time. Put in the effort.
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Had a fun birthday the other night!
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Don't Be On this Dashboard - lunchmoneymedia.substack.com…
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Just landed on the beach in front of me.
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Random visitor just showed up to wish me happy birthday. We took a quick photo and then I sent them back to our garden to enjoy some bugs.
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. @Tinder should acquire @boardyai. Who's got time for all that swiping?
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In an AI future, there is real value in being a contrarian.
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I'm seeing ads now promise a "guaranteed human" will answer. We've automated so hard that a person is the premium feature.
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off by one digit. Wish these things had an 'eh, close enough' option.
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Allergies have come back with a vengeance during this second summer.
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Do you think that if I go to @link and tell them that I “lost my cake in my stomach” I can get my money back?
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Waymo has been fully operational in SF for 2-years now and I still look at it like it's magic.
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