Resources for
closing better.
Playbooks, deal breakdowns, and the methodology behind the brief. How enterprise deals actually work.
How to run a pipeline review that produces actions, not updates
State, move, place, proof. What each deal in the review has to produce, and how you know the following week whether the action was actually taken.
Deal intelligence: the third layer your sales stack is missing
Record, evidence, judgment. Two of those layers are well served and the third is where deals are actually won or lost.
Deal inspection: how to know if a sales deal is actually moving
Five things to check on the evidence a buyer leaves behind, and how to run the pass before the forecast call rather than during it.
How to write a business case your champion can defend without you
Four parts on every number: currency, basis, mechanism, confidence. The structure that survives the meeting you are not invited to.
The 9 best AI deal coaching tools in 2026, compared by what they require
Nine tools compared on what each one coaches from, how much of the deal cycle it covers, and what you must already have in place before it works.
The pattern interrupt: how to break the script your buyer is braced for
Buyers have a rehearsed defence for every beat of your call. Five interrupts that break the script, and how to build your own.
How to run discovery that pays off at every stage of the deal
Most reps measure discovery by what they asked. Measure it by what the buyer did, and keep doing it as the deal changes.
How to qualify a deal when the buyer is telling you what you want to hear
Qualification frameworks teach you to interrogate the buyer. The real test is what they build with you.
More coming: methodology posts, deal walk breakdowns, and the give/get playbook. Get notified