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Most founders I talk to can’t tell their story without a slide deck. The deck ends up doing all the talking. I usually spend the first ten minutes of a call just trying to figure out what the company actually does. I’ll ask a few questions, peel back the layers, and eventually the real story comes out. It ’s always there, but it’s buried under product features and pitch language. If you can’t explain what you do and why it matters without slides, that’s a problem. A good sto

When I step in as a fractional sales leader, I focus on two things right away: 1️⃣ Clear Targets, Accountability, Visibility A lot of...

Matt Stone and Trey Parker, the creators of South Park , have a simple rule for telling stories that actually keep people interested:...

Early on in my first job at Xerox, I was working a deal that should have closed. The buyer liked the product. The deal made sense. But...

Recently I was watching an interview, and a comedian referenced a story from Bird by Bird that stuck with me. Anne Lamott’s little...

I jumped into a LinkedIn thread the other day about the uphill battle job seekers face getting past resume screening. It reminded me of...

If you’re a founder leading sales, you’re likely doing a lot of things right—without even realizing it. You know the product, understand...

AI isn’t just the buzzword of the month—it’s a practical tool that’s quietly reshaping how small businesses operate. From saving time on...

Hiring a full-time sales leader is a major investment—and often more than most growing businesses need. If you’re running a small or...

In today’s fast-paced business world, companies need to stay agile to stay competitive. But not every growing business is ready to hire a...