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Glengarry Glen Ross

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Enterprise Procurement Navigation

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Hire the Deputy, Not the VP

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Qualification-First Diagnosis

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Retention-Aligned Sales Compensation

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Signposting

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Speak Accurately (Avoid the Single-Minded Martyr)

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Teach, Don't Pitch: The Buyer-Research Cold Open

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The 30-Prospect Manual Discovery Experiment

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The Consultant With a Predilection

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The Four-Component Cold Outreach Message

Open cold with relevancy + a counterintuitive hook + a problem (never the solution), kept short enough not to scroll

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The Leading-Indicator Ramp Scorecard

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The Sales Motion as Source Code

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The Second-Date Funnel

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The Selling While Loop

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The Service-First Wedge

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The Swipe File

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The Written Screen Job Simulation

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Turbo Rapport and Sales Scales

Sales is a set of drills, not a birthright — practise your scales on baristas and bartenders.

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Vulnerability-Based Customer Discovery

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Warm-Intro-via-Text Closing Play

Host a customers-only event, harvest referrals, and convert them over text — not email.

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Win-Rate-First Funnel Math

Stop obsessing over conversion rate — a high win rate means you need far less top-of-funnel throughput

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