Field notes & frameworks
Long-form versions of what I publish on LinkedIn, plus the deeper frameworks I install with B2B SaaS clients from Seed to Series C. No fluff, no listicles, no “ultimate guides.”
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The featured read
Most sales playbooks are fifty pages nobody opens. Here's how a leader builds one lean enough to use on day one, and keeps it fed by what happens on real calls.
Most sales coaching passes on information and changes nothing. Here's the method a leader uses to run it on one skill at a time and check that it actually stuck.
Most objection handling sections train reps to lose deals. Here's how a leader rebuilds that section into a standard the whole team runs, and how to inspect that they do.
MEDDPICC and BANT were built for enterprise. Here's how a leader picks a sales methodology that fits a fast SaaS team, and grades any call against it in two minutes.
You can run a perfect coaching session on the wrong thing. Here's what to coach a sales team in SaaS, the five skills that decide deals, and how a leader diagnoses which to start with.
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