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…
69 Articles
What's Broken
Why 60% of Your Deals End in ‘No Decision’ (And How to Fix It)
"Your biggest competitor isn't the company across town. It's your buyer's inability to decide."
The Physics
The Psychology of Why Buyers Resist (And What to Do Instead)
"You are not fighting the client. You are fighting 200,000 years of evolutionary programming."
What's Broken
Your Sales Playbook Was Built in 1988. Here’s Why It’s Failing.
"That's not the point. The point is the process. We have to trust the process."
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 Physics
What an FBI Hostage Negotiator Taught Me About Sales Objections
"Name the negative before they do. 'You're probably thinking we're too expensive, too small, and too new. You'd be right…
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 Physics
Richard Thaler and Why “No Decision” Keeps Beating You
"Your biggest competitor isn't the other vendor. It's the current state. The devil they know. The gravitational pull of 'good…
The Physics
Antonio Damasio and Why “Rational” Buyers Are a Myth
"Patients who lost the ability to feel emotion couldn't make decisions at all. They'd analyze endlessly but never choose. Emotion…