Deal Strategy

The Raindrop that Evaporated by Choice

Qualifying out after getting the "Yes"

Windsurf Chaos & My 1st 7-Figure Deal

A tale a grit, teamwork, and creativity

$150K to $1M ACV: The Constellation Strategy

How to gracefully & rapidly expand deals across siloed orgs

7-Figure W2s & The Golden Compass

Building your Minimum Viable Org Chart (MVOC)

3 Ways to Land In-Person Meetings

Face-to-Face is Your Secret Weapon in the Digital Era

7-Step Guide to Quarterbacking Product Builds as a Start-Up AE (Part 3 of 3)

3 Ways Start-Up AEs Close Deals With an Incomplete Product (Part 2 of 3)

Qualification, BYO, and The Why Test

Start-Up Sales: Feature Gap Framework (Part 1 of 3)

This is Part 1 of a 3-Part Series focused on navigating product/feature gaps.

The LEAP Method for PLG Sales

Personally, I think selling a product with a strong self-serve / PLG motion is the easiest - but you need the right approach.

Forget 20%, I want $1M in TIPS

In the world of startup sales, there’s no greater gift than a stellar customer reference...one that results in this:

Gift of Giving: Tales of a Harley Davidson and Giant Rubber Duck

Gifts are not my love language.