Mediocrity is becoming a leadership choice
I think we have reached the point where accepting mediocre work in sales, marketing, business development and organizational learning should make leaders uncomf Read the field note ↗
commercialization / work in progress
I work on commercialization.
How companies understand markets, find and create demand, position themselves, sell, learn and grow.
Today, I’m especially interested in how AI changes what is possible across that system.
on my desk
Questions I’m working on now.
exploring · active 06 Nov
Entriva.ai: Can a program find customers and sell services without human involvement?
Entriva.ai: finding customers from signals and selling services through autonomous proactive and defensive agents.
↗built / hypothesis open · active 06 NovDo law firms that commercialize their services better become more profitable over time?
Using L&F CG Benchmark to make commercial strengths, gaps and better-performing peers visible.
↗building · active 01 NovCan Thor help real-estate businesses find the projects and assignments they are best placed to win?
Thor: matching real-estate strengths with the projects, mandates and accounts best suited to win.
↗building · active 23 OctCan a commercialization company become more capable with every project it works on?
L&F CG: turning commercialization work into reusable methods, agents, tools and compounding capability.
↗recently changed
The work moves when the evidence moves.
What AI research learns about a company — and misses about its market
An AI assistant can produce a credible company analysis before it has examined a single source. Read the field note ↗
The problem with AI-generated leads is how convincing they look
Why finding companies is easy, finding genuine commercial opportunities is difficult, and the difference matters more than most AI-generated prospect lists sugg Read the field note ↗
2014
→Who matters — and what do they need?
2020
→What if marketing and sales are not separate problems?
2024
→What happens if the organization does not learn?
2026
What changes when AI can participate in the loop?