Blog on business strategy and business development

Insights and practical takes on business strategy and business development — without corporate bullshit.

Do you still believe in “no-decision”?

Why the 40–60 % “lost to no-decision” rule is misleading — and what actually happened in those deals.

Why TCO arguments collapse during cold outreach in B2B — and when it actually becomes a powerful tool.

Why 99 % of salespeople do cold calling wrong — and how modern follow-up, urgency, and multichannel actually work in B2B.

Ten signs you don't have anything to scale yet — and why expansion would only bring losses.

Why the Unique Value Proposition was created for venture investors and why it doesn't work in classic B2B sales.

ICP, TAM, SAM, SOM, GTM, CAGR — what these acronyms mean and why consultants use them wrong.

10 myths companies still believe — and why they make Polish market entry expensive.