The Notebook
Short articles on pipeline, outbound and forecasts, written whenever the notebook gets too full — roughly monthly, occasionally twice in one week, never on a predictable schedule. If you want them the day they're written, they go out to newsletter subscribers first.
Oct 13, 2026 · 6 min read
SPF, DKIM, DMARC, a separate subdomain, warm-up windows, list hygiene. Nothing in here is clever, which is exactly why most teams skip it — and why their emails go to spam while they blame the "algorithm". Includes the checklist we run on every outbound engagement, plus the one setting in a client's DNS that took us three days to find.
Outbound · DeliverabilitySept 2026 · 7 min read
Reps log feelings; systems need facts. On the difference between a pipeline record and a journal entry, the stage that shall not be named ("Nurture"), and how to write exit criteria your sellers won't route around.
Pipeline · CRM hygieneJune 2026 · 5 min read
The full text goes to newsletter subscribers, mostly because it contains two charts we're too cheap to host as images. The short version: your win rate is a ratio of a denominator you control, and once you've read that sentence you can't unread it.
MetricsMarch 2026 · 9 min read
Priya kept a daily journal of every forecast she made for one client, including the wrong ones, especially the wrong ones. Also in the newsletter archive — reply to any email we've ever sent and we'll send it back like it's 2010.
ForecastingOlder notebook entries from 2017–2025 live mostly in the resource library and the newsletter archive. Some of the early ones are embarrassing; we keep them up anyway, which is either integrity or laziness.