Thirty years in enterprise sales. One lesson at a time.
The Discovery Call I Thought Went Great
The Problem Behind the Problem Discovery, Diagnosis & Problem Framing Most discovery conversations feel productive. Questions get asked. Notes get taken. Problems get listed. But nothing sharpens. Discovery isn’t about...
The Discovery Call I Thought Went Great
The Problem Behind the Problem Discovery, Diagnosis & Problem Framing Most discovery conversations feel productive. Questions get asked. Notes get taken. Problems get listed. But nothing sharpens. Discovery isn’t about...
The Executive Meeting Went Well
If the executive meeting felt “fine,” you probably didn’t move it. Access isn’t influence. Polished decks and memorized messaging don’t create decisions — they create polite conversations. At the executive...
The Executive Meeting Went Well
If the executive meeting felt “fine,” you probably didn’t move it. Access isn’t influence. Polished decks and memorized messaging don’t create decisions — they create polite conversations. At the executive...
The Day I Realized I Knew Everything About the ...
Most deals don’t fail loudly. They stall quietly. The pipeline still looks full. Forecasts remain intact. But nothing on the buyer’s side is actually changing. That’s not a pipeline problem—it’s...
The Day I Realized I Knew Everything About the ...
Most deals don’t fail loudly. They stall quietly. The pipeline still looks full. Forecasts remain intact. But nothing on the buyer’s side is actually changing. That’s not a pipeline problem—it’s...
The Executive Told Me Exactly What Was Wrong
Executive conversations don’t stall because sellers ask bad questions. They stall because sellers listen at the wrong altitude. In this article, we break down the difference between hearing words and...
The Executive Told Me Exactly What Was Wrong
Executive conversations don’t stall because sellers ask bad questions. They stall because sellers listen at the wrong altitude. In this article, we break down the difference between hearing words and...
I Thought I Needed Better Answers
Most sales conversations don’t stall because of what was said — they stall because of how the seller showed up. This piece explores why executive presence matters more than polish,...
I Thought I Needed Better Answers
Most sales conversations don’t stall because of what was said — they stall because of how the seller showed up. This piece explores why executive presence matters more than polish,...
Discovery Started Before I Ever Walked Into the...
Most discovery calls don’t fail because of bad questions — they fail before the call ever begins. This article breaks down why great discovery is a thinking skill, not a...
Discovery Started Before I Ever Walked Into the...
Most discovery calls don’t fail because of bad questions — they fail before the call ever begins. This article breaks down why great discovery is a thinking skill, not a...