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 Champion Map: Who Actually Moves a Deal
Most enterprise reps think of “the champion” as a single person — usually the one who said “I love this” on the first call. That’s a dangerous simplification. Your champion isn’t one person. It’s a map…
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The Compound Interest of Trust
In every industry I’ve sold into — medical devices, management consulting, commercial construction, telecom infrastructure — the deals I won fastest were almost never the deals with the newest relationships. That’s not sentiment. That’s math. Trust…