About
I run go-to-market at Rework. I sell software, coach the people who sell it, and write down what I learn. Three threads: what I build, how I live, what I learn.
Notes
- build
- 01Discovery is the deal; everything after is paperwork
- 02A forecast is a list of risks, not a list of hopes
- 03Pricing is a product decision, not a sales tactic
- live
- 04Coach the rep in the call, not after the quarter
- 05Protect the morning; the afternoon belongs to everyone else
- learn
- 06What we learn should change how the team sells next week
- 07Write it down or it didn't happen