Archive

Dive into a collection of past posts and rediscover timeless content.

The Procurement Navigation Playbook

The Procurement Navigation Playbook

How to Close Deals That Legal and Procurement Are Killing

Apr 3, 2026

Procurement Is Not Your Enemy. (Plus something special)

Procurement Is Not Your Enemy. (Plus something special)

Your Approach to Procurement Is

Mar 31, 2026

The Economic Buyer Access System: Three Pathways to the Person Who Actually Signs

The Economic Buyer Access System: Three Pathways to the Person Who Actually Signs

Tuesday I asked you to audit your pipeline...

Mar 27, 2026

Your Economic Buyer Does Not Know Your Deal Exists

Your Economic Buyer Does Not Know Your Deal Exists

Six months in...

Mar 23, 2026

The Internal Competition Playbook: Defeating "We Could Build This"

The Internal Competition Playbook: Defeating "We Could Build This"

You opened Tuesday's email because this happened to you...

Mar 19, 2026