On a Toronto retail floor you have about ten seconds to work out what someone needs. I read accounts the same way now: through what they ship, hire and complain about.
How I work
One piece of work,
reaching a thousand.
Research the accounts worth approaching, turn real project work into proof, and decide every week what to keep and what to stop.
One person.
One conversation.
Face to face and on the phone: discovery, objections, quotas and signatures, first on my own numbers and then on a team's.
What carried over
A discovery call is earned, not booked. So is a reply to a first message.
Every call had a next action with an owner. Every route at Tcules reports the same five things every week.
Every week
- 01Find the signal
Live hiring, launches, funding, product gaps, buyer activity. Something observable that just changed. If I cannot link it, it does not count.
- 02Make the proof
Turn the studio's real work into something a buyer can inspect: a case study, a brief, a post. Made from actual work and checked against the evidence.
- 03Reach the right people
Outbound to the accounts the signal pointed at. Public profiles support it; earned links and the newsletter are still being built.
- 04Review and decide
Every route reports the same five things. The review ends in a decision: continue, change or stop.
Where I'm going
AI growth systems.
AI does the remembering, the research and the repetition. People do the judgment, the taste and the conversation.
I am still finding my exact place across sales, marketing and growth, and I would rather say that than pretend.