Writing
Sales. Decisions. What breaks. What holds. No frameworks for sale. No motivation. Just what I've actually seen and what I actually think.
The presenting problem in a sales team is almost never the real problem. It is rarely a training issue, and it is almost never a motivation issue. Here is what is actually happening.
Why the most damaging thing a salesperson can do is tie their identity to the outcome — and what happens when they do.
The most useful question in any decision is not 'what could go right?' It is 'what would have to be true for this to fail?'
I was brought into a business that looked like an opportunity. What I learned from walking away from it is still the most useful thing I know.
Most businesses are built to require the founder's constant presence. That is not a business. That is a job with more risk.
The most common growth problem in a founder-led business is not the market, the product, or the team. It is the founder.
Clear Lines
Two issues per week. Free. No pitch.