• A small confession about the HS-code rabbit hole I went down last quarter

  Published May 2, 2026

  I lost a week to an HS-code reclassification rabbit hole. The reasoning surprised me, and changed how I scope a market.

• What "qualified" means when you're selling B2B across borders

  Published April 9, 2026

  "Qualified lead" has been butchered by SaaS jargon. In cross-border B2B export sales it means something more specific, and stricter.

• Trade-show ROI is dead, here's what replaced it for me

  Published March 4, 2026

  After three flat years on trade-show ROI, I gave up the booth budget. Here's the prospecting stack that replaced it.

• The customs-record habit: how reading shipment data changed how I prospect

  Published February 12, 2026

  I started reading customs records as a Sunday-morning habit. It rewrote how I prospect, and I'm not going back.

• Three signals I look at before I pursue a foreign buyer (and none of them are LinkedIn)

  Published January 15, 2026

  The three buyer-readiness signals I check before spending a minute on outreach. None of them are LinkedIn intent data.

• Why "send 500 cold emails" is the worst export-sales advice still being given in 2026

  Published December 8, 2025

  The cold-email playbook stopped working for export sales a decade ago. Here's what I do instead, and why it converts.