What Do We Learn By Not Doing The Work?

On AI, apprenticeship, and what gets lost when the robot books the meeting

People Helping People

On mentorship, referrals, and the flywheel that keeps turning

The Right Wall to Climb

On consistency, the judgment nobody teaches, and what your best reps can't explain

The Trap of Consistency

On consistency, the limit of more, and knowing what to work on

Luckier Than I Care To Admit

On luck, fragile wins, and winning on purpose

Whose Problem Are You Solving?

On expanding customers, unspoken problems, and being someone worth talking to

World-Class

On assumptions, authority, and why the best foundation for improvement is knowing why you're already winning

One Sales Process. Two Different Conversations.

On price negotiations, partnerships, and the real problem worth solving

Get Out of Your Own Way

On golf swings, discovery calls, and what happens when you trust yourself

The Betrayal Nobody Talks About

On quotas, relationships, and what your best reps already know

The Great Experiment

On 250 years, what we still get right, and the impulse that started it all

Practicing My Mantra

On knowing why you win, building in public, and what I'm still figuring out

It's Hard Out There Right Now

What makes it tougher is that almost nobody will say so.

106% to Quota

On 106 holes, thirteen years, and why the silly things are worth it

Every Conversation Is Another Piece

On puzzles, context, and why selling is a craft more than a set of skills

The Next Link in the Chain

On mentorship, full circle moments, and the people who pour into you

The Forklift at the Gym

On using AI thoughtfully, retaining what makes you human, and the people who beat you to the phone

Nobody Has the Whole Map

On improvising, getting out of your own way, and the permission to just do things

When's The Last Time you Were Humbled?

On Blind Spots, Perfection, and Staying Sharp

Except When They Don't

On the randomness of sales, the discipline of veterans, and knowing a blip from a trend

Originality of Thought

Purposeful. Not Calculated.

On showing up as yourself and the partnerships hiding in plain sight.

Belief. Not Expectations.

What Champions Know About Conviction and Clarity

Vacation Calories Don't Count

No Victim Required