TFT: Authority Earns Respect. Memorability Earns the Call.
Knowing the problem gets you in the room. The outcome they can picture is what gets you hired. (also on Substack)
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Sales systems, written for people who build things.
A weekly sales system conversation for technical founders and small B2B leaders who are still closing deals themselves. Real operating experience — no textbook theory, no fluff.
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TFT: Don't Document It So You Can Leave
The sales process you write this week pays you back on the next call, long before anyone gets hired. (also on Substack)
TFT: You're Better Than AI At These 5 Things
The five moves in a sale that stay yours, no matter how much you automate. (also on Substack)
Hand Off Your Sales Process Without Losing Your Close Rate
The playbook that let one founder's second hire close almost as well as she did. (also on Substack)
TFT: The Word Gap That Makes You Look Interchangeable
Your customer's problem has a vocabulary. Miss it, and your value leaks out before the renewal. (also on Substack)
TFT: They Didn't Ghost You. They Never Saw the Value.
Quiet deals are usually a value problem. Make the value concrete before you ask for the yes. (also on Substack)
Start here
From Funnels to Flywheels
Why funnel thinking burns out founders — and what modern B2B buyers actually respond to. (also on Substack)
I'm Not a Sales Guy. I'm an Engineer Who Learned How to Sell
My origin story — the painful lessons that shaped how I help technical founders sell. (also on Substack)
The Positioning Leak You Won't See Until a Customer Churns
With Jeff Hassemer — where overselling really starts, and the feedback loop that closes it. (also on Substack)
The Revenue Flywheel System
The complete framework: three compounding drivers that replace the linear funnel.
The Full Revenue Flywheel
How the three drivers connect into one operating system for revenue.
Upsell Without Selling
Expansion that starts with a confirmed win, not a bigger SKU.
Expansion Doesn't Start With an Ask
Reading the triggers that tell you an account is ready for more.
AI Doesn't Fix Pipeline Ownership
Why tooling can't substitute for a process with named owners.
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