MORE.

More content, more channels, more AI automation, etc…

They're all wrong.

I've spent the last year working with B2B founders, CROs and execs.

I'm convinced, the best thing you could do is LESS.

Subtract, don't add.

Build a list of what to STOP doing.

Simplify everything and you'll notice you and your team will get exponentially better at it.

For example…

STOP Chasing More Leads

I was working with a B2B marketing agency, wanting us to help him launch and validate an outbound channel.

(keep in mind he already had inbound through paid traffic, SEO and Biz Dev)

More leads sound good right?

Except when I audited his revenue team, he was only converting less than 9% of his qualified leads.

It was WAY more advantageous to fix conversion problem than pour more resources into another lead generation channel.

One more example…

STOP Automating Everything

There's a bajillion YouTubers right now trying to get rich by teaching people how to sell AI automation to business owners.

You've probably either gotten a cold DM, email, call, pitching this to you.

And if you haven't yet, you're going to see a lot of content selling you on automating everything so you can "focus on scaling".

The problem with this, is you need to FULLY understand how to make your business operate at maximum efficiency BEFORE you automate.

If you don't believe me, Elon Musk made this same exact mistake in 2018.

Musk went all in on automation for the Model 3 production line, trying to build what he called an "alien dreadnought" factory.

This nearly bankrupted the company.

He later tweeted…

"Excessive automation at Tesla was a mistake. To be precise, my mistake. Humans are underrated."

Tesla had to rip out the robots and bring humans back to figure out what actually needed to happen first.

Automation comes last, not first.

Stop automating problems you haven't solved yet.

Later on, Musk actually created something he calls "The Algorithm".

It's 5 steps, and the second one is DELETE.

Delete the part or process.

If you're not adding things back in at least 10% of the time, you're not deleting enough.

Here's how to apply it:

List everything your team does.

Then ask three questions:

If something fails two of these three tests, cut it.

Make subtraction a discipline and core part to your operating procedure.

This is underrated advice and something an old mentor of mine taught me.

He said, "There's more gold beneath you than around you".

In other words, dig, don't chase.

This is true with your time, attention, ideas, your business, your team…

You can't be faithful with much if you're distracted by everything.

Most companies are exhausted because they're working on too many things that don't matter.

Ecclesiastes says there's a time for everything…

A time to plant and a time to uproot.

Most founders are great at planting.

They add strategies, hire people, launch initiatives, and everything else.

But they rarely uproot.

And eventually the garden becomes so overgrown nothing can thrive.

So, before you plan what to ADD in 2025, decide what to SUBTRACT.

Dig, don't chase. 

Till next time,

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