Why I’m Starting This Blog (And What I’m Trying to Figure Out)

I’m not entirely sure why I’m doing this.

That’s probably not how you’re supposed to start a blog. You’re supposed to have a thesis. A point of view. A promise of value. “Subscribe and I’ll teach you the 7 secrets to crushing your quota.” Something like that.

I don’t have that.

What I have is thirty years in sales and a growing suspicion that almost everything I was taught – everything I’ve taught others – might be wrong. Or at least incomplete. Or maybe just… outdated in ways I’m only now starting to see.

The Feeling I Can’t Shake

Here’s what’s been bothering me:

I’ve watched a lot of salespeople over the years. Coached them. Managed them. Competed against them. And the ones who consistently win – the ones who seem to close deals almost effortlessly – they don’t do what the training says.

They don’t push. They don’t overcome objections with clever rebuttals. They don’t “always be closing.” They do something else. Something I can see but can’t quite name.

And the harder I look at it, the more I think the entire model is backwards.

Not a little off. Backwards.

What I Think I’m Seeing

I don’t have this figured out yet. But here’s what I think I’m noticing:

When salespeople push harder, buyers pull back. When they talk more, buyers trust less. When they try to convince, buyers become more skeptical.

And when they do the opposite – when they pull back, listen more, stop trying so hard to convince – something shifts. Buyers lean in. They start selling themselves.

It’s almost like there’s an inverse relationship between seller effort and buyer engagement. The harder you try, the worse it gets. The less you push, the more they move.

That sounds crazy when I write it out. It contradicts everything. Every methodology. Every training program. Every sales book on my shelf.

But I keep seeing it. Over and over.

Why Now

I’m at a point in my life where I’m questioning everything. Not just professionally – everything. And maybe that’s what’s making me look at sales with fresh eyes. Or maybe I’m just exhausted enough to finally admit what I’ve been seeing for years but was too busy executing to examine.

Either way, I need to work this out. And I think better when I write.

So that’s what this blog is. It’s me trying to figure something out in public. Thinking out loud. Pulling on threads to see where they lead.

I might be completely wrong. This might turn out to be nothing – just the ramblings of a tired sales guy who’s lost his edge. That’s possible.

But I don’t think so.

I think there’s something here. Something that explains why the old playbook isn’t working anymore. Something that could change how we think about selling entirely.

What I’m Going to Do

I’m going to use this space to document what I’m learning. The patterns I’m noticing. The research I’m digging into. The experiments I’m running.

Some of it will probably be wrong. I’ll change my mind. I’ll contradict myself. That’s fine. This isn’t a finished product – it’s a work in progress.

If you’re reading this, you’re watching someone try to build something from scratch. No roadmap. No guarantee it goes anywhere.

But I have a feeling. A strong one. That there’s a better way to sell – one that actually matches how humans make decisions. And I’m going to find it or prove myself wrong trying.

The Questions I’m Starting With

Here’s what I’m trying to answer:

Why do buyers resist when we push, even when our solution would genuinely help them?

Why do the best salespeople seem to do less, not more?

Why has “no decision” become the most common outcome in B2B sales?

Why do ROI calculations and case studies and proof points fail to move people?

And is there a science underneath all of this that nobody in sales is talking about?

I don’t know the answers. Not yet.

But I’m going to find out.

One More Thing

I posted something last week about my career – thirty years of selling, from a boiler room to boardrooms to whatever comes next. If you haven’t read it, maybe start there. It’ll give you context for who I am and why I might be crazy enough to think I can figure this out.

Or don’t. You can just watch this unfold and see if anything useful comes out of it.

Either way, thanks for being here at the beginning. Before I have any answers. Before I know if this is anything at all.

Let’s see where this goes.