How I think · How I operate
Thinking out loud. Building in practice.
Field Notes
Playbooks, frameworks, operating systems, and lessons from the intersection of revenue, go-to-market strategy, people, and technology. A place to show the thinking behind the work, not just the finished output.
The published notes
Guides and toolkit · Synthetic demonstrationsIllustrative model · Reading and templates
From Technical Evaluation to Buying Decision
When to use it: Use when an evaluation needs measurable criteria, shared commitments and a clear buying decision.
An original fictional case study with a POC scorecard, executive brief, mutual action plan, procurement and security checklists, and a decision readout. Opens the repository toolkit.
Explore the guide →Illustrative framework
Strategic Enterprise Deal Anatomy
When to use it: Use when technical evaluation, stakeholder alignment and commercial review need a shared plan.
A transparent walkthrough of the account hypothesis, buying group, technical evaluation, and commercial decision—with seller and leader views.
Explore the guide →Illustrative model
How I'd Build a Motion at Your Stage
When to use it: Use when an early team needs its first repeatable sales motion and has to decide when to add headcount.
A sell-first plan in three gated phases: prove the deal, make it repeatable, then scale what is proven. I keep carrying a number throughout.
Explore the guide →Interactive playbook
Multithreading & Stakeholder Mapping
When to use it: Use when a deal depends on one contact or the buying group is unclear.
An interactive buying-committee coverage exercise plus a coaching playbook, connected conceptually to other portfolio research projects.
Explore the guide →Notes still in outline
These topics are not articles. They are subjects I may write later, each labeled Used in practice, Illustrative model, or Exploring when they exist. Nothing below is clickable on purpose.
View topics in outline
- Strategic account planning
- Deal inspection
- ICP and segmentation
- Opportunity qualification
- Pipeline and forecast cadence
- Coaching and onboarding rhythms
Deeper, permissioned material
Private case studies
Some detailed deal and operating artifacts require approval. See what can be requested and how access will work.
About private access →See the work behind the ideas
Professional experience and independently built projects have different evidence and confidentiality boundaries. Frameworks demonstrate an approach; real selling and leadership outcomes belong in Work.