Most founders focus on removing friction from sales… I did too.

At first, growth improves.

Then the problems started:

• Wrong-fit customers

• Endless scope creep

• Slow-moving deals after signing

• Upsells that went nowhere

Because I removed the friction that was protecting the business.

This new piece with Peter Ashby Smith breaks down the idea of “Required Friction” and why the right resistance is what keeps your Revenue Flywheel healthy.

Not all friction kills momentum.

Sometimes it’s the thing that proves momentum is real. engsales.substack.com/p…