Friday Field Notes: 8/29/2025
Happy Friday, folks.
I did some Constraint Attack work this week and want to share my process.
The benefit of this exercise is that you’ll never be stuck in your business. You’ll always know the next step you should take to keep growing.
First, every business is either constrained by supply or demand. So to start, we need to determine which we’re dealing with.
Once we know that, it’s much easier to identify where the bottleneck is.
For example, if we’re demand-constrained, is it that we’re not getting enough top-of-funnel leads? Are we not reaching enough people with our content? Are sales calls falling flat?
With a clear idea of what that constraint is, we do a “How might we…” exercise.
For this, we simple ask, “How might we [solve this contraint]?”
We then brainstorm all the different ways that we could tackle this problem.
I put everything into buckets - whether we're doing more, better, or new.
Let’s take content. Do we need more of it? Do we need to make it better? Or do we need some new medium or type of content?
After listening to all of the ideas, I'll comb through the results and choose two to four that I think could move the needle.
The fewer options you choose, the more intensity you can apply. This means you can find out faster if it's something that will work.
To do that, you need a hypothesis set for everything so that you understand whether it actually did work, and you're not just relying on gut feeling.
Anyways, that's a quick breakdown of how I run a constraint attack. Hopefully it's helpful for you.
Have a great weekend!
Lessons of the Week:
1. The answer to high close rates isn’t always to raise prices.
I get really frustrated when people claim the solution to high close rates is to raise your prices.
The idea is that if you increase your prices, you might close fewer people, but you'll have more revenue overall.
What this doesn't take into account is what your current lead flow looks like. If you have a high close rate, but you're only bringing in one customer a month, you can't just increase your rates and expect everything to be fine.
This is advice without context, and I strongly encourage you not to take this advice unless you’ve thought through it with your business.
2. You can shorten your sales cycle by adding more steps.
Sometimes adding micro-commitments to your sales process can actually increase momentum for your buyers.
This will help you move them through the sales cycle faster, increasing your sales velocity. The trick is figuring out where you want to apply a little bit of friction in order to help them get a better grip so they can move faster.
3. Reward questions, not just answers
I don't know if anyone else is seeing this, but I feel like the quality of questions that we ask in our businesses is going down.
And this isn't to call out any specific business. I think it's just the quality of content that I see on social media would claim we have some innate need to provide answers before sharing better questions.
I think it’s that people want to increase their status by having the answer, but in actuality, they’re holding themselves back from achieving greater things.
Reward questions for your team, not just answers.
Quote That Slaps:
“The most difficult thing is the decision to act, the rest is merely tenacity.” - Amelia Earhart
Content Roll Up:
Stop Winging It: The Right Discovery Framework For Agency Sales Calls (BANT vs CHAMP vs SPIN vs SPICE vs MEDDIC)
If your calls swing from quick inbound leads to multi-stakeholder obstacle courses, and your team is still using the same recycled discovery questions, you've got a problem.
Have a great weekend!
Comment and share any of your learnings this week!
