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The Revenue Endeavor

Field notes on the
craft of revenue.

Sharp, practical ideas on B2B selling — prospecting, discovery, closing, and the operator mindset. Written to be read on the job and reposted to your feed.

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Stop Asking "What Are Your Concerns?" — It's Killing Your Deals
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Stop Asking "What Are Your Concerns?" — It's Killing Your Deals

The question most reps ask at the finish line quietly invites the buyer to talk themselves out of the deal. Here's the forward-leaning reframe closers use instead.

By Jon Ekanger · June 1, 2026 · 4 min read

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Four beats of the deal

Where revenue actually gets made

01

Pipeline

Prospecting, outbound, and the timing that gets you in the room.

 02

Discovery

Questions that surface the real stakes — and the budget behind them.

 03

Closing

Negotiation, momentum, and clearing the path to a signature.

 04

Playbook

Strategy, rev ops, and the operator mindset that compounds.

The Revenue Endeavor

One sharp idea on B2B selling every week — and the post-ready version for your feed. No fluff, no filler.