Thirty years in enterprise sales. One lesson at a time.
Your Biggest Competitor Isn’t Another Vendor. I...
Your toughest competitor may not be the vendor across the table. It may be the comfort of keeping what the customer already has. This lesson explores why incumbents can win...
Your Biggest Competitor Isn’t Another Vendor. I...
Your toughest competitor may not be the vendor across the table. It may be the comfort of keeping what the customer already has. This lesson explores why incumbents can win...
Customers Rarely Buy the Best Solution...They B...
The best solution doesn’t always win. Enterprise buyers aren’t just evaluating technology—they’re deciding how much risk they’re willing to own, which means winning the deal often comes down to making...
Customers Rarely Buy the Best Solution...They B...
The best solution doesn’t always win. Enterprise buyers aren’t just evaluating technology—they’re deciding how much risk they’re willing to own, which means winning the deal often comes down to making...
Nobody Is Coming to Save Your Territory
Nobody is coming to save your territory. This reflection on extreme ownership, corporate athletes, and championship performance explores why the sellers who stay great year after year are the ones...
Nobody Is Coming to Save Your Territory
Nobody is coming to save your territory. This reflection on extreme ownership, corporate athletes, and championship performance explores why the sellers who stay great year after year are the ones...
Hope Is the Most Expensive Thing in Sales
Some opportunities stay in the pipeline long after the evidence supporting them disappears. The real cost isn’t just the deal you eventually lose. It’s the time, attention, and opportunity you...
Hope Is the Most Expensive Thing in Sales
Some opportunities stay in the pipeline long after the evidence supporting them disappears. The real cost isn’t just the deal you eventually lose. It’s the time, attention, and opportunity you...
You Don't Rise to Pressure, You Fall to Your Ha...
Pressure doesn’t create the leader people see. It reveals the habits you’ve practiced long enough to become automatic. This week, we look at how preparation, accountability, and thousands of small...
You Don't Rise to Pressure, You Fall to Your Ha...
Pressure doesn’t create the leader people see. It reveals the habits you’ve practiced long enough to become automatic. This week, we look at how preparation, accountability, and thousands of small...
Every “Yes” Is Quietly Saying “No” To Something...
Every “yes” in sales carries a hidden cost. The hardest choices aren’t usually between something important and something pointless, but between two things that both deserve your attention and deciding...
Every “Yes” Is Quietly Saying “No” To Something...
Every “yes” in sales carries a hidden cost. The hardest choices aren’t usually between something important and something pointless, but between two things that both deserve your attention and deciding...