Short pieces on selling, buying, and why pipeline behaves the way it does. Written from the room, not from a keyword tool. No newsletter gate, no seven-step listicles, no growth hacks. If a note is useful, take it and use it. That's the entire business model here in miniature.
GumGum won T-Mobile with a custom comic book, not a bigger data subscription. The original ABM was research, creativity, and human effort aimed at one named account.
Read the note →When every vendor buys the same intent data and runs the same sequences, the buyer sees one indistinguishable blur, and tunes all of it out.
Read the note →Buyers can tell a message written for them from a mail-merge that knows their first name. 'Personalized at scale' usually delivers the second while promising the first.
Read the note →ABM began as one firm wanting one client, and treating that pursuit like courtship. Then the software arrived and quietly turned it back into a volume play.
Read the note →Following up shows you care. Flooding the inbox shows you care about your quota. The line between persistence and pestering is who the next contact is really for.
Read the note →A Soviet nail factory hit its tonnage target by forging one giant, useless nail. Point a sales team at the wrong number and it will game you the same way.
Read the note →Whatever it says on your business card, you are selling one thing first: trust. The product is just what trust gets attached to once it exists.
Read the note →Empathy in sales isn't being nice. It's the disciplined skill of modeling another person's situation accurately enough to be useful, the way a good doctor does. That accuracy is what earns trust, and it can be trained.
Read the note →Every deal you chase is a piece of a life you won't get back. The most valuable thing you can sell a buyer is more of theirs.
Read the note →The fastest way to grow is to want fewer customers, more specifically. A message for everyone is a message for no one.
Read the note →Every January, gyms fill up. Every February, they empty out. You cannot build anything on a feeling. You build it on a standard.
Read the note →Tell me a product cuts processing time by 37 percent and I'll forget it. Tell me the night it saved someone's launch and I won't.
Read the note →You don't get a first impression anymore. You get a first frame. Attention is earned, and the window is brutally short.
Read the note →Memorizing the script is having. Reading the room is being. Knowledge that doesn't change behavior is just weight.
Read the note →A doctor who prescribes before examining is committing malpractice. So is a vendor who quotes before asking where it hurts.
Read the note →The most valuable market research a company owns is a recording of its best salesperson answering a real question. Most let it evaporate.
Read the note →Sales-Led Marketing is about taking what you say at your best and putting it where a stranger looks first. These notes are that, done to myself. No keyword plan, no content calendar, nothing waiting behind them. Just what I'd argue in a room, written down where you can check it before you call.
I write every one of them. Two people help me with production and research, the same as they do on your engagement, and neither of them has ever put words in my mouth. If the thinking is wrong, it's mine to answer for.
So read them as a work sample. If they do nothing for you, you've learned something useful about hiring me and it cost you nothing. Same deal as the Diagnosis and Prescription.
The notes are the theory. The Trust Diagnostic is four minutes, free, and tells you which signal is leaking on your site right now. No email gate here either.
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