July 03, 2024
The non-negotiables may seem simple—that’s part of what gives them their power.
June 19, 2024
It’s easy to think that money is the motivator, but it’s not. Efficient production of money is the motivator.
June 05, 2024
When you have your first discovery call with a new prospect, they are at the top of your sales funnel, but you are not at the top of theirs.
May 22, 2024
“I’ve been involved in enterprise deals where we knocked out every single thing except for one last item…” That item can kill a deal.
May 08, 2024
Your memory is not to be trusted, but it has a very good reason as to why.
April 24, 2024
“I think of one-pagers like a queen on a chessboard.”
April 03, 2024
If communication toward a specific goal is part of your job, personas are hugely helpful.
March 13, 2024
You can be risk-averse and yet professionally bold.
February 28, 2024
You, my friend, are not a preferred activity.