Thirty years in enterprise sales. One lesson at a time.
Ownership Is a Signal, Not a Statement
Ownership in sales isn’t about sounding accountable — it’s about how you behave when pressure increases, risk appears, and certainty disappears. This is how strong sellers handle ambiguity, surface uncomfortable...
Ownership Is a Signal, Not a Statement
Ownership in sales isn’t about sounding accountable — it’s about how you behave when pressure increases, risk appears, and certainty disappears. This is how strong sellers handle ambiguity, surface uncomfortable...
Visibility Without Noise: Why being seen intern...
Most sellers think visibility comes from saying more.It doesn’t—it comes from saying something worth listening to. This lesson breaks down how top performers turn updates into insight, build trust with...
Visibility Without Noise: Why being seen intern...
Most sellers think visibility comes from saying more.It doesn’t—it comes from saying something worth listening to. This lesson breaks down how top performers turn updates into insight, build trust with...
The Biggest Mistake I Made Was Thinking Deals M...
Most deals don’t fall apart because they’re bad deals. They fall apart because sellers expect them to move in a straight line. But real buying behavior isn’t linear—it loops, resets,...
The Biggest Mistake I Made Was Thinking Deals M...
Most deals don’t fall apart because they’re bad deals. They fall apart because sellers expect them to move in a straight line. But real buying behavior isn’t linear—it loops, resets,...
I Thought MEDDPICC Was the Answer... It took me...
Most sellers don’t lose deals because they skipped MEDDPICC—they lose because they misread what it was telling them. In this week’s lesson, we break down why rigid frameworks fail in...
I Thought MEDDPICC Was the Answer... It took me...
Most sellers don’t lose deals because they skipped MEDDPICC—they lose because they misread what it was telling them. In this week’s lesson, we break down why rigid frameworks fail in...
I Didn't Realize I'd Outgrown Sales Tactics...L...
Most sellers think they need more tactics to break through. But the real gap isn’t what you know—it’s how you think.This week, we reset the standard and unpack the skill...
I Didn't Realize I'd Outgrown Sales Tactics...L...
Most sellers think they need more tactics to break through. But the real gap isn’t what you know—it’s how you think.This week, we reset the standard and unpack the skill...
I Used to Think Big Weeks Built Great Careers.....
Most sellers chase intensity—big weeks, big activity, big bursts of effort. But those spikes don’t create predictable results… they create pipeline gaps. The sellers who win long-term build consistency into...
I Used to Think Big Weeks Built Great Careers.....
Most sellers chase intensity—big weeks, big activity, big bursts of effort. But those spikes don’t create predictable results… they create pipeline gaps. The sellers who win long-term build consistency into...