40 years growing tech companies. Creator of The Compass. Writes about Sales Strategy.
Jul 8, 2026
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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
8 min read
AI is replacing the parts of sales that are not the real job to be done.
Jun 30, 2026
7 min read
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
