The Notes · No. 03
B-sides
Short pieces. Things I’m thinking about between the longer ones — about enablement, about parenting, about the work.
- № 01March 2026
On enablement that doesn't infantilise
The fastest way to lose a senior field rep is to mistake them for a junior one. Most playbooks I've inherited try to standardise behaviour where they should be standardising outcomes. Coaching is the difference.
- № 02February 2026
The 2 a.m. customer
Every clinician we sell to has a parent on the other end of the call. The parent is the customer behind the customer. Our pricing decks rarely mention them; our product roadmap should.
- № 03December 2025
Carb counting is a craft
Twelve years and I still get it wrong sometimes. There is no insulin algorithm that compensates for an unmeasured slice of birthday cake. Be gentle with yourself. Be gentler with the parents on your patient panel.
- № 04October 2025
What I look for in a sales hire
Curiosity, patience, and the ability to be wrong out loud. Quotas are downstream of those three things, in my experience.
- № 05August 2025
On the balloon
I did not invent the metaphor. A mother in our T1D parents group used it in a 2 a.m. WhatsApp years ago. I have been borrowing it ever since, with her blessing.
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