New Framework coming tomorrow — Folklore Debt
Every B2B company has a story about how it first won. The scrappy outbound team that outsold everyone. The inbound engine that flooded the pipeline. The founder who cold-called their way to $10M.
Those stories are real — and they were earned. The problem is what happens to them over time. They stop being context and start being instruction, shaping hiring decisions, budget calls, and sales motions long after the conditions that made them true have changed.
We've been calling this Folklore Debt.
We wrote a practical guide to help organizations name these stories for what they are, honor where they came from, and consciously decide how much authority they should have over how they win today — coming to you tomorrow.
Shoutout to @Kerry for all the incredible work behind this one. We're really excited to share it with you all.
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