domain

research-discovery

28 cards · 20 operators · 22 tier-A claims · 3 synthesis patterns.

Strongest claims

1. The singularity is one smooth curve, vertical looking forward, flat looking backward, never the disruptive shock people expect Sam Altman
2. Map the journey by customer success milestones, not pipeline stages Georgiana Laudi
3. The biggest risk is the one nobody is talking about, by definition, no one has prepared for it Morgan Housel
4. Pessimism sounds smarter than optimism, and progress happens slowly enough to be invisible, so people systematically underestimate how much better things get Morgan Housel
5. JTBD interviews surface the customer's actual language and the switch trigger Bob Moesta
6. Use the JTBD switch interview on recently-converted high-value customers, segments emerge from jobs, not demographics Claire Suellentrop

Adjacent domains

• pmm · 11 co-occurrences
• strategy · 8 co-occurrences
• leadership · 8 co-occurrences
• product · 6 co-occurrences
• sales-cs · 5 co-occurrences
• ai-native · 3 co-occurrences
• growth-demand · 3 co-occurrences
• growth · 2 co-occurrences

Synthesis patterns in research-discovery

• Sell to the buyer's mindset, not to product features
• Decision quality at scale comes from process, not willpower
• Rapport surfaces what research cannot

28 insights in research-discovery

• The singularity is one smooth curve, vertical looking forward, flat looking backward, never the disruptive shock people expect · Sam Altman
• Map the journey by customer success milestones, not pipeline stages · Georgiana Laudi
• The biggest risk is the one nobody is talking about, by definition, no one has prepared for it · Morgan Housel
• Pessimism sounds smarter than optimism, and progress happens slowly enough to be invisible, so people systematically underestimate how much better things get · Morgan Housel
• JTBD interviews surface the customer's actual language and the switch trigger · Bob Moesta
• Personas built on demographics inform nothing; rebuild around Jobs to Be Done · Adrienne Barnes
• Use the JTBD switch interview on recently-converted high-value customers, segments emerge from jobs, not demographics · Claire Suellentrop
• Force intuitions into explicit predictions so you can find out where you are wrong · Annie Duke
• Design for the marginal user, the person on the cusp of converting in the worst conditions · Adriel Frederick
• Mental models compound only if they run automatically, looking up the right model in the moment is too slow · Charlie Munger
• There is no such thing as a long feedback loop, find a correlated short signal · Annie Duke
• Noise is at least as damaging as bias, and most orgs have no instrument to even see it · Daniel Kahneman
• I prefer the discipline of knowledge to the anarchy of ignorance, research before creative · David Ogilvy
• Sample 100+ traces, write one free-form note per trace, let an LLM cluster the notes, humans first, machines second · Hamel Husain
• Find the Pattern of Pain, and don't rush past it. Most teams fail by not digging deep enough. · Hiten Shah
• Data shows what; the why lives in qualitative context. Merge them in one AI conversation. · Else van der Berg
• Top reps ask 4× more Implication questions, the highest-leverage question type in large sales · Neil Rackham
• Star performers are made in the investigation stage, not the close, top reps differ from average reps mainly in the questions they ask · Neil Rackham
• Three WTP questions, each followed by "Why?", the cleanest way to surface psychological price thresholds and demand cliffs · Madhavan Ramanujam
• The frame you give AI becomes the filter everything gets read through. · Sourav Mohanty
• AI quotes are only as good as the instruction that produced them. · Sourav Mohanty
• Your initial intuition is a System 1 output, not an objective assessment · Daniel Kahneman
• Old ideas survive longer for a reason, the Lindy Effect says length-of-survival predicts remaining life-expectancy for non-perishable things · Nassim Nicholas Taleb
• Lead with understand-work, not identify-and-justify, data informs understanding, not the reverse · Bangaly Kaba
• Every negotiation has 3-5 hidden facts that change everything, they surface from rapport, not research · Chris Voss
• Mirror the last 1-3 words, silence forces the counterpart to elaborate, and the elaboration is where the deal is · Chris Voss
• "That's right", not "yes", is the moment a negotiation actually shifts · Chris Voss
• The less you know, the more confident you are, WYSIATI builds the cleanest stories from the thinnest data · Daniel Kahneman