Notes on technology, leadership, and decision-making inside complex organizations. I write about the choices that actually matter — not just the tools or the trends, but the judgment calls that determine whether something ships or stalls.
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The Partnership Track Lesson
Looking back: April 2026 I spent time earlier in my career in consulting, and one of the things I watched most closely was the partnership track. The lesson of who made partner and who didn’t has…
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The HL7 Problem — A Pattern That Repeats
Looking back: April 2026 Early in my career selling into medical technology, I lost a deal I thought I’d won. Not a deal slipped — a deal lost, definitively. The lesson has shaped how I think…
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Why Medtech Champions Move Departments and How That Shapes Everything
Looking back: April 2026 One of the most durable lessons I took from selling into medical technology was this: your clinical champion will change roles before your deal closes. Not sometimes. Usually. This is true in…
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What Clinical Sales Taught Me About Trust
Looking back: April 2026 I’ve been thinking lately about what medical technology sales taught me earlier in my career. Almost every framework I use today for understanding trust-based selling traces back, in some form, to patterns…
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Case Studies That Aren’t Case Studies
Most case studies are bad. Not badly written — badly conceived. They’re structured to showcase the vendor, not to illustrate a situation the reader recognizes and can learn from. The result is a document that the…
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Marketing Attribution Is a Lie You Tell Yourself
Every marketing organization has an attribution model. Most of them are fiction, and the more confident the marketing team is about their attribution math, the more fictional it probably is. This is not a cynical take…
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Handling the ‘Send Me a Proposal’ Trap
“Send me a proposal.” Those four words kill more deals than any competitor ever will. They sound like progress — the customer is asking for something specific, something formal, something that looks like a buying step.…
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The Art of the Follow-Up
Most deals die in silence. Not in rejection — in silence. The customer stops responding, the rep stops reaching out, and the deal slides quietly off the forecast. This is the most common deal-death pattern in…
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The First Meeting Close
The last five minutes of a first meeting decide whether you get a second meeting. Most sellers fumble this transition — they run out of time, they get polite-ended, or they take the customer’s vague “we’ll…
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The Conference Playbook
Most people attend conferences wrong. They travel, take notes, collect badges, and come home with nothing concrete. The people who actually produce revenue from conferences are running a deliberate pre-during-post playbook — and they treat conferences…