40 years growing tech companies. Creator of The Compass. Writes about Sales Strategy.
Aug 19, 2026
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9 min read
Budget is not authority. Approval is not consensus.
Aug 11, 2026
7 min read
An AI systems architecture for trust, performance, and ROI
Aug 4, 2026
6 min read
Supporting the User Without Surrendering the Opportunity
Jul 30, 2026
8 min read
A Simple Strategy for Creating Power in a Sale
Jul 22, 2026
Why AI-Enabled Sales Tactics Will Not Generate Revenue Growth
Jul 8, 2026
4 min read
A sale does not close because people see value. It closes because value passes through the Buyer's Powerbase.
Jul 6, 2026
AI is replacing the parts of sales that are not the real job to be done.
Jun 30, 2026
Customer Experience - Compass Value Stack, Level 5 of 7
Jun 23, 2026
Level 4 of the Value Stack: Close the agreement. Build the position. Create the path to what comes next.
Jun 17, 2026
THE COMPASS · VALUE STRATEGY SERIES · ISSUE 3
Jun 15, 2026
3 min read
Move One Level Up the Value Stack. Start Protecting Your Business
Jun 4, 2026
The Compass - Why Budgeted Deals Slip
Sales Strategy
Jun 1, 2026
You Just Don't Know It Yet.
May 26, 2026
2 min read
Why strategy, not tactics, determines who makes their number
