ARTICLES
One idea at a time, and no pitch.
These articles are human-crafted and AI-assisted.
AI writing is everywhere now, and it keeps getting better. I use AI to help me ideate and shape. The thinking, the stories, and the calls on what matters are mine. My why is to inspire others to inspire others, and I hope these pieces do that for you.
-
Why Your Revenue Team Needs a Spine
Stability lives in the spine. Flexibility lives in the muscles. Why your core narrative has to bear weight without bending, where the adapting actually happens, and how to tell a heavy box from a load that should change the bone.
Read it → -
Your Messaging Isn't the Problem
The pain shows up in the words. The cause usually sits upstream, in a value proposition your market cannot tell apart from anyone else's. A diagnosis, from a family of chiropractors.
Read it → -
Find Value: Why Most Companies Can't Name Their Own
Your value was never in your product. It lives in what your buyer can suddenly do because of you, and what that's worth to them.
Read it → -
Narrative Is the New Moat
Your buyers don't remember your features. They remember your story. The most defensible asset in your go-to-market strategy may not be your product at all.
Read it → -
Is Your Sales Meeting apropos? The APROPOS Framework
Most B2B sales meetings are full of motion, no bearing. What they need isn't a better opening line. It's a compass.
Read it → -
Value Buying: Closing the Gap Where Deals Die
Your deal is actually won or lost when your champion is alone in a room you'll never enter, fighting the internal fight without you.
Read it → -
The ROI of ROI
Whose fingerprints are on the ROI analysis in your pipeline: yours, or your buyer's? That one question predicts whether the deal gets funded.
Read it → -
Return on Future: The Value Your Business Case Can't Count
Most business cases stop at ROI. The biggest value in a big bet often lives one step higher, in the options it creates or protects.
Read it → -
Return on Experience: The Biggest Return in B2B Isn't What You Sell
The buyer is doing the hardest job in the whole deal, mostly without us. There's a real, measurable return waiting for the team willing to help.
Read it →