Selected Writing · Medium & Substack
The advantage that remains when everyone has the same tools.
Essays on AI, commercial intelligence, and how companies turn information into decisions.
When Every Seller Has the Same Tools
Shared tools turn public information into parity. Advantage stays with firms that preserve private experience, test confident answers, and learn from outcomes.
Sales Never Built Its Information Function
Sales built funnels to move volume, not an information function to decide which accounts deserve costly attention. The better question is not how many, but which ones.
The Quiet Problem of Control in Multi-Model Systems
The hardest work in a multi-model system happens between the boxes: retry, switch, stop, or escalate. Gates make those decisions visible and reviewable.
The Illnesses of Large Language Models
Smooth conversation can make unreliable work look finished. Serious AI needs explicit procedure, with humans setting the standard rather than proofreading every answer.
The Model Is Not the Knowledge Base
Fluent answers can hide weak evidence. Enterprise AI becomes defensible when models speak from governed sources the company can trace and defend.