Field Notes
Positions on elite sales, business architecture, growth systems, and AI in sales.
Subscribe · RSSAtomJul 15, 2026
NRR Math for Consulting Growth
Most consulting firms chase new logos while ignoring the revenue already inside their client base. NRR exposes the real growth engine.
Jul 14, 2026
Cheap Sales Talent Is the Most Expensive Hire
Cheap sales hires look disciplined until they corrupt pipeline, forecasts, and market learning. The salary saving is rarely where the real economics live.
Jul 13, 2026
Objection Handling for High-Consideration Sales
High-value deals are not won with rebuttals. They are won by turning buyer uncertainty into decision criteria, economic clarity, and commitments.
Jul 12, 2026
Lean Deal Desks That Get to Yes Faster
Lean teams do not need a deal desk department. They need a decision system that protects margin, accelerates clean deals, and kills chaos.
Jul 11, 2026
Run Sales When Agents Own Prospecting
AI agents can multiply outbound volume overnight. The advantage goes to teams that govern signal quality, not teams that simply send more.
Jul 10, 2026
The Legacy Metric for a Business That Runs Without You
Revenue proves demand. The Legacy Metric proves whether the company can create value without the founder as the operating system.