The Inversion
Two Years Ago I Started Organizing Thirty Years of Sales Notes. Today They’re Yours.
"Thirty years of observations. Patterns I couldn't unsee. Two years of organizing it all into something that made sense. Today,…
19 Articles
The Inversion
The Architect’s Curse: When Proven Performers Stop Performing
I've crushed it before. Multiple times. The question isn't whether I can perform - it's whether I can perform inside…
The Inversion
Fifteen Years of Notes. My Sales Methodology Book. The Outline Finally Makes Sense.
"You can't teach someone to build a house by starting with the paint color. You have to start with the…
The Inversion
Why I’m Building a Sales Methodology for Buyer-Controlled Markets
"Fifteen years of notes. Hundreds of deals. Thousands of observations. It's time to build something the industry can actually use."
The Inversion
I Told a Fortune 500 Exec “I Don’t Know” – And Closed the Biggest Deal of My Career
Every instinct I'd been trained on screamed at me to respond. Reassure him. Match his energy. Show credentials. Sell. I…
The Inversion
Chapter 1 Is Done. I Wrote About the Boiler Room
"52,000 cold calls. 260 transfers. Three closed clients. One client for every 17,333 dials. And I thought the problem was…
The Inversion
Building a B2B Sales Methodology: More Questions Than Answers
"Every answer I find cracks open three more questions. I'm starting to think that's not a bug - it's the…
The Inversion
Loss Aversion Explains So Much. Why Don’t We Use It?
"We have fifty years of research proving humans are twice as motivated by avoiding loss as achieving gain. And we…
The Inversion
Why Most Sales Books Sound the Same (And How I Almost Wrote One)
"I was writing a sales book. Another one. The kind I've read a hundred times and never finished. That's not…
The Inversion
Sitting in the Dark, Writing About Sales. This Is My Life Now.
"From the outside, it probably looks like obsession. From the inside, it feels like purpose."