The Inversion
When Your Life Falls Apart, You Start Questioning Everything
It’s Valentine’s Day. I’m sitting alone in my house after an amazing night out of pure happiness. But my house…
69 Articles
Field Notes
Why Sales Pressure Kills Deals: I Watched It Happen in Real-Time
"Every question landed like a shove. And with each shove, the buyer leaned back a little further."
What's Broken
Your Sales Methodology Is Older Than You Think
"Every single one of these methodologies was designed for a world where the seller controlled information. That world doesn't exist…
The Inversion
3 AM Thoughts: What If Everything We Know About Selling Is Backwards?
"What if the entire industry has it backwards? What if pushing harder doesn't create momentum - it creates resistance?"
What's Broken
Every Sales Methodology Says the Same Thing. Why?
"SPIN. Challenger. Sandler. MEDDIC. Different names, different frameworks, same DNA. What if they're all built on the same flawed assumption?"
The Inversion
Something Is Wrong With How We Sell. I Just Can’t Name It Yet.
"It's like a word on the tip of your tongue. I can feel the shape of it. I just can't…
Field Notes
A Deal I Lost Last Week That’s Still Bothering Me
"I did everything right. Every box checked. And they still went with the other guy. I can't stop replaying it."
The Inversion
30 Years of Selling: The Boiler Room, The Bedroom, The Boardroom, and Everything I Had to Unlearn
"I've sat on both sides of the table. I've built companies from nothing and walked away from millions. I've been…
The Inversion
Why I’m Starting This Blog (And What I’m Trying to Figure Out)
"I don't have answers. I have questions. And a growing suspicion that almost everything I was taught about selling is…