What I think, dated when I thought it.
Every piece shows when it was first published. If I edit a piece later, it says so and says what changed. When I rebuild a piece, the original date stays and the note says it was rebuilt.
How I Ran a Team: a rhythm people can plan around, and a forecast that tells the truth
Sales teams perform for a leader they can predict. The coaching ends with the seller finding the answer, and the forecast holds because the weak deals die early.
Leading People Who Don't Report to You: politics is a map, and the plan is how you use it
Most of the people whose work decided my number never worked for me. A plan they could defend in their own reviews did the work a reporting line usually does.
Making 31 business units sell together
Revenue synergy is promised on a slide and usually never delivered, and cross-selling between companies works only when the rules and the pay are designed before the first conflict.
What an alliance actually runs on
Partnerships get announced on a slide, and the ones that work are run on pay and rules of engagement, with executive commitment secured before anyone needs it.
Transforming Sales, two years on: AI took the load and left the judgment with the seller
In 2024 I wrote that AI would change the salesperson's role. It did, though not the way the tool lists predicted, and the first question buyers now ask is one that piece never raised.
What the VUCA Is Going On? The settled view underneath every deal
Every major selling method answers the same question, yet most sellers never find the answer, and a large share of their deals end in no decision.
The Art of Thinking in the Age of AI
The Three Classes of Memory Poisoning
And why every defense in the literature addresses at most one of them.
The Gates Between the Seams
What mathematically governed AI actually produces, and the seven properties that hold by construction.
You Cannot Govern a Guess With Another Guess
Why the way most companies govern AI today cannot answer the question regulators, boards and customers are actually asking.