Every edition
Practical lessons from 30 years in sales.
From pipeline and forecasting to AI, sales leadership and value creation under private equity. Each edition opens on LinkedIn.
From the fieldSlapped by a nun, live appearance on national TV and kissed by a celebrity. How was your Monday?A five foot balsa wood chocolate factory, a national competition and a headmistress known as Sister Caramel. What a group of nine year olds understood about winning: think big, be different, then outwork everyone.7 September 2026 · 4 min readRead on LinkedIn (opens in a new tab)
From the fieldA Police Raid, Two Limping Teenagers, a Security Scare and a Dead Pigeon. So, How Was Your Summer?A family summer in Menorca that went comprehensively off script, and why process should support human judgement rather than replace it.17 August 2026 · 5 min readRead on LinkedIn (opens in a new tab)
Sales leadershipWhy Most Sales Teams Are Drowning in Activity but Starving for OutcomesPacked calendars, full CRMs and growing dashboards, yet the fundamentals still slip. Why so many teams confuse activity with effectiveness, and the practical steps leaders and sellers can take.12 May 2026 · 7 min readRead on LinkedIn (opens in a new tab)
PipelineThe Pipeline Problem: Why Most Forecasts Are Fiction. Can AI Fix It?Forecasts are rarely wrong because of the forecasting. They are wrong because the pipeline is not real. Where it goes wrong, and what high performing teams do differently.5 May 2026 · 4 min readRead on LinkedIn (opens in a new tab)
AI and GTMAI Before Headcount: 5 GTM Workflows to Automate Before You Hire AgainBefore asking how many more people it takes to hit the number, ask whether the time you already have is being used well. Five go to market workflows to automate first.27 April 2026 · 4 min readRead on LinkedIn (opens in a new tab)
PipelineWhy Salespeople Still Ignore the Most Powerful Tool AvailableVideo is how most of us learn almost everything, yet sellers still default to text. Five tips for cold outreach videos that get a reply.9 December 2025 · 3 min readRead on LinkedIn (opens in a new tab)
Sales leadershipMy Morning Coffee Lesson: Why Consistency Beats Intensity in SalesBig moments matter, but they are not what separates the top 1%. How small daily rituals and non negotiables compound into a great sales career.21 October 2025 · 3 min readRead on LinkedIn (opens in a new tab)
PipelineYour Thumb’s Getting Fatter, Your Pipeline’s Getting LeanerSalespeople are more distracted than ever, and shallow attention creates shallow pipelines. Three habits top performers use to fight back.29 September 2025 · 3 min readRead on LinkedIn (opens in a new tab)
Private equitySales Leadership in PE-Backed Tech: How to Build Value and Win the Next TransactionUnder private equity ownership, growth is a mandate. The playbook for sales leaders building a predictable, scalable revenue engine that tells the story of the next transaction.15 September 2025 · 3 min readRead on LinkedIn (opens in a new tab)
PipelineShould We Give All Salespeople the Weight Loss Jab Mounjaro?The link between waistline and pipeline, and three habits of sellers who are never short of it: know the ICP, sharpen the value proposition and rethink the call to action.8 September 2025 · 3 min readRead on LinkedIn (opens in a new tab)
Sales leadershipWhy After 12 Years My Wife Can Now Use the Automatic Climate Control (Sales Assumptions)People rarely fail in sales for lack of talent. They fail because we assume they know what we have never explained clearly. How to communicate without assumptions.1 September 2025 · 3 min readRead on LinkedIn (opens in a new tab)
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