#24 Why Did They Win?

The question that replaces "why did we lose."

16 hrs ago • Stephen Grein

#23 The Room You’re Not In

You aren’t losing deals. You’re missing them

Oct 20 • Stephen Grein

1

#23 The Line Between Rowing and Sailing

Product-market fit proves customers value the product. Company-market fit proves the market recognizes enough of that value to seek out the company.

Oct 13 • Stephen Grein

1

September 2026

#22 Why The Shortlist Forms Without You

Buyers expect to get remarkably far before engaging a vendor. Companies that fail to show up along the way never get the chance to sell.

Sep 29 • Stephen Grein

#21 Stop Treating Sales as a Pack Mule for Bad Alignment

Product-market fit is only one part of the environment sales inherits. Before demanding better performance, find out what sales is being asked to carry.

Sep 23 • Stephen Grein

August 2026

#20 Mandate: “Fix Sales”

After 25 Strategic Navigation Assessments, sales rigor and discipline have yet to emerge as the first problem that needs solving.

Aug 19 • Stephen Grein

July 2026

The 5-minute read: Three evidence-backed commercial questions.

How do I know where to start, and will the investigation uncover something we can use?

Jul 28 • Stephen Grein

#18 The Company Was Never the Problem

An executive walkthrough of an Open Water Strategic Navigation Assessment (SNA).

Jul 2 • Stephen Grein

June 2026

#17 The Sea State

A deep dive into the forces that make the score

Jun 10 • Stephen Grein

#16 Expansion Fit Signals

Recognizing When a Different Motion Is Required

Jun 4 • Stephen Grein

May 2026

#15 - Adjacent Growth Markets

Veins of Gold Hidden in your ICP

May 26 • Stephen Grein

#14 - Strategic Reframing in Practice

How stronger frames made value easier to see and act on

May 22 • Stephen Grein