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Marketing3 steps

Become a Value-Added Advisor with Cross-Section Data

Turn the industry data only you can see into exclusive insight that keeps customers from churning.

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Innovation4 steps

Change the Rules of the Game

When the game is rigged against you, don't optimize — invent a new model.

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Strategy4 steps

Conservative Plan with Milestone Unlocks

Plan for the downside, then let pre-agreed milestones unlock the budget to accelerate.

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Leadership5 steps

Hire the Deputy, Not the VP

Hire two gritty early-stage sellers from an analogous company, not a professionally rich VP.

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Leadership3 steps

Move Your Best Closers to Customer Success

In a downturn, patch the leaky bucket — put your top reps on keeping the customers you already have.

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Sales4 steps

Retention-Aligned Sales Compensation

Pay reps for customers who stay, renew, and expand — not just for the logo they closed.

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Influence4 steps

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

Do research so good the buyer can't ignore it — give insight, not a sales pitch.

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Sales5 steps

The Consultant With a Predilection

Be a consultant who favours one solution: yours. Disqualify hard, let discovery persuade.

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Leadership5 steps

The Leading-Indicator Ramp Scorecard

Judge a new seller each month on the indicator due that month, not on bookings.

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Sales5 steps

The Sales Motion as Source Code

Treat the pitch like a codebase: run cohorts of 10, patch the bug the prospect found, redeploy.

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Sales5 steps

The Second-Date Funnel

Win rate is a lagging indicator. Manage the meeting-to-meeting conversions like dates.

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Sales6 steps

The Selling While Loop

Sell it yourself until it reliably runs on your local, then package it and ship it to other brains.

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Leadership5 steps

The Written Screen Job Simulation

Send a shared doc of a dozen easy questions. Half the candidates disqualify themselves.

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Communication5 steps

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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Sales4 steps

Warm-Intro-via-Text Closing Play

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

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