1/2 Nobody calls a pest control company asking to be enrolled in a recurring plan. They call about the ants in the kitchen. Yet the plan is what the business runs on. And in about 1 in 4 first calls, both options are genuinely in play: a one-time treatment or a plan.

My reflections on using AI-assisted software development tools thus far is that without an experienced operator, any such tool quickly gets out of control and generates mountains of error-prone, unmaintainable "code" (in quotes, because there is no quality in that "code").

Conversation Analysis reveals what truly unfolds in business conversations — far beyond the binary "won/lost" label common in sales. A powerful reminder that the "best" outcomes often transcend immediate closes, turning apparent losses into stronger, trust-based wins later.

1/7 A request-act (or simply a request) is a type of speech act in which the speaker attempts to get the hearer to do something. It’s part of the broader category of directive speech acts, as described in speech act theory (e.g., by philosophers like John Searle and J.L. Austin).