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Articles

Home to long-form essays about how to make better business decisions by changing the way you think and act. You'll find articles here about systems thinking, sales, decision-making, and revenue strategies.

2 min read

The Progressive Overload of Discomfort

One of my late COVID purchases was a weight set. Not a set of dumbells stashed in the corner collecting dust, but a real weight set: olympic bar, squat rack, and 475 pounds of weights. Back in 2014 when I quit the comfort of my day job to pursue my

2 min read

On the Law of Large Numbers: Sales Lessons from King Richard

It takes formidable sales skills to contribute to the creation of two tennis greats, with only ingenuity and no money.

9 min read

SDS Book: Introduction

The background story of how an environmental scientist studied and wrote a book about selling agency services.

SDS Book: Introduction
6 min read

Mindfulness In Sales Conversations

Mindfulness will transform your conversations in sales, and every other relationship in your life. Learn why, and how to develop a meditation habit.

Mindfulness In Sales Conversations
12 min read

How to Write an Article Outline (For Thought Leaders)

Good thought leadership is clear, concise, and well-structured. Starting with an article outline will help your writing have more impact, focus, and even rank on search.

How to Write an Article Outline (For Thought Leaders)
8 min read

Growth Implications of Outbound Lead Gen For Agencies

Most agencies survive on referrals. Adding outbound lead gen to your agency can have serious growth implications - here's why.

Growth Implications of Outbound Lead Gen For Agencies
4 min read

My Podcast Setup and Signal Flow

If you’re looking to start a podcast, one of the first things on your mind is how to make it sound good. There’s a quite a bit to that question, but I’ll start by telling you everything in my signal flow. What you’ll need, generally speaking,

My Podcast Setup and Signal Flow
5 min read

How To Get Lucky, Or That Time Someone Took A Chance On Me

If you’ve ever wondered how some people get so lucky, there’s good news: you can too. The first question is how they got so lucky, and what you can do to start creating your own luck. It’s worked for me, and I’ll share how.

How To Get Lucky, Or That Time Someone Took A Chance On Me
9 min read

How to Be More Creative: Imposing Constraints to Free Up Your Creativity

Want to be more creative? The secret isn't more freedom, it's more constraints.

How to Be More Creative: Imposing Constraints to Free Up Your Creativity
2 min read

Now that’s a good cold email

“Cold email is dead.” “You can’t cold call anymore. Only email works.” “Content marketing is over. It’s all about the phone again.” “No one talks on the phone, and inboxes are flooded. Social’s where it’s at.” To all of that I say: total fuckin’ crap. What’

Now that’s a good cold email