Conversational Intimacy: How to Run a Discovery Call People Open Up In
The best discovery call I ever watched ended with a customer inviting the rep to a barbecue. No demo. No discovery framework. A conversation. I want to talk about conversational…
Nobody Can Recite Your Mission Statement. Write This Instead.
Without looking it up, write down your company mission statement. Now your vision statement. Now the difference between the two. I have spent most of my career developing these…
How to Run a Sales Blitz Without Losing the Pipeline It Creates
A good sales blitz books fifteen meetings in three days. Most teams can account for four of them a month later. I tried an old-school business development technique a few years…
Survive the Capital Crunch: A Guide to Positive Free Cash Flow
The cheap money era is over. Most companies haven’t noticed. I fell down a rabbit hole recently. Debt financing. Interest rate charts spanning fifty years. Treasuries,…
Why Brand Power is the Ultimate Cheat Code
The one skill corporate refugees never develop. Persistence. Not grit. Not hustle. Not “never give up” motivational poster nonsense. Real persistence—the…
From 20 Years Experience, 10 Lessons on Financial Forecasting
What twenty years of financial modeling taught me. Early on, I built credibility through complexity. Multi-tab spreadsheets with hundreds of inputs, sensitivity analyses…