Frameworks, operator perspectives, and hard-won insights on Revenue Leadership, GTM Strategy, Fintech Sales, and building systems that actually work.
Twenty years selling software into community banks and credit unions taught me what actually governs a deal. The market fits on one screen, your real number is knowable, and timing is not a mystery — it is a gate you can name.
Six buyers sit around the table at a bank and none of them woke up wanting to buy AI. How to talk about your technology in terms of what it changes.
The startup sales motion that got you to your first 40 customers breaks the moment you sell into a bank. Here's what actually closes financial institutions.
Top performers do a pile of work before the meeting that nobody ever sees. What that preparation actually looks like, and the line my father used to repeat.
For years I thought sales leadership ran on intensity. Most of the growth problems I get called into now turn out to be system problems, and they come with arithmetic attached.
I've hired for charisma more than once. What actually carries a bank deal through month seven is a different skill, and a forty-five minute interview is bad at spotting it.
26 years of marriage. Three incredible kids. A house full of noise, sports schedules, and just enough chaos to keep life interesting. This is my favorite startup.
AI has changed the build vs. buy conversation, and now even mid-sized institutions can prototype. The harder question is whether you want to own everything that comes after.
Your sales process is the first version of your product a customer ever experiences. What stalled deals tell you about the roadmap.
You can role play discovery calls all day. But none of it matters if the pipeline is built on bad qualification, false stage progression, and hope.
Ask anyone in your building to walk from pipeline to bookings out loud. If the room goes quiet, you have found the problem, and it usually is not the reps.
Topics this blog covers, with more published regularly:
Reading about it is step one. Deploying it is step two. Let's talk.