JSU / Insights

Field notes on reading buyers.

What seventeen years of deal-pattern work teaches about speed, psychology, and signal. No fluff, no growth-hacking. The thinking behind the engine.

SpeedJune 2, 2026 · 6 min

The Eight-Hour Window: Why Speed Beats Everything in B2B Sales

A buying signal is most valuable the instant it fires, and it never gets more valuable than that. Here is what the decay actually costs.

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Psychology7 min

How AI.DA Reads a Buyer: DISC, Archetypes, and the Why-Now

Intent data tells you someone is in market. It does not tell you who they are, what they actually want, or how to reach them. That is a different problem.

May 20, 2026

Targeting5 min

Signal-Based Selling: Reaching Buyers Before the RFP Exists

By the time a request for proposal lands in your inbox, the deal is already half-lost. The winnable moment was weeks earlier, when the signal first appeared.

May 6, 2026

Automation6 min

Agentic Outreach: When to Let the Engine Run the Cadence

Not every deal should be automated, and not every deal needs a human. The art is knowing which is which, per buyer.

April 22, 2026

Research5 min

The Bottleneck Index 2026: What Slow Follow-Up Costs, by Industry

We priced the leak across fifteen B2B industries. The numbers are larger than most founders expect, and they compound every quarter.

April 8, 2026

The briefing

See your bottleneck before we ever talk.

We read your site, name the bottleneck costing you most, and show the revenue math. The briefing is the proof.

Taking briefings · responses from James