Insights
From the field.
Writing on enterprise account strategy: the ideas behind the methodology and the distinctions that decide whether a deal is real. Published on Substack.
Latest articles
You Probably Don’t Have a Champion Yet
A contact likes the product. They take meetings. They share context. They explain the org chart. They may even tell the seller what is happening behind the…
Executive Access Is Not Executive Alignment
Too often, executive engagement becomes shorthand for, “Can we get one of our executives to send a note?” Or, “Does anyone on the leadership team know someone…
See the ideas applied
One account, one question, a different plan.
The account examples show these distinctions at work on fictional accounts.