Field Notes
Tactics from the front lines of high-stakes selling.
- Cold Calling5 min
The Cold Call Opening That Earns You 30 More Seconds
Most cold calls die in the first eight seconds. Here's the opening pattern used by the top 1% — and why permission-based intros outperform pitches 4:1.
May 2026 - Discovery7 min
10 Discovery Questions That Uncover Real Budget
Stop asking 'what's your budget?' — it never works. These are the questions enterprise sellers use to map spending authority without ever using the word 'budget.'
April 2026 - Outbound5 min
Cold Emails That Get Replies in 2026
Templates are dead. Pattern recognition isn't. The 4-line cold email structure that's outperforming sequences three times its length.
April 2026 - Negotiation8 min
Negotiating Multi-Stakeholder Deals Without Losing the Champion
When procurement enters the room, your champion goes quiet. Here's how to keep them engaged — and how to make procurement an ally instead of an opponent.
April 2026 - Pipeline6 min
Qualifying Out Faster: The Best Sales Skill You're Not Practicing
The reps with the highest win rates don't close more — they qualify out earlier. A framework for killing bad deals in week one instead of month three.
March 2026 - Demos7 min
Running a Demo That Closes, Not Just Impresses
Most demos are product tours. Closing demos are decision rehearsals. The five-act structure that turns the demo into the most powerful step in your cycle.
March 2026 - Pipeline4 min
The Email That Revives a Ghosted Prospect
Three patterns that consistently re-open dead deals — and the one phrase that out-performs every 'just checking in' you've ever written.
March 2026 - Enablement6 min
Building a Sales Playbook Your Team Will Actually Use
Most playbooks die in Notion. The 12-page playbook structure that gets used in live calls — and the one rule that makes it stick.
February 2026 - Executive Selling7 min
Selling to CFOs: The Three Numbers That Open the Door
CFOs don't buy outcomes. They buy financial models. The three-number frame that gets you taken seriously by the most skeptical buyer in the room.
February 2026