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In this newsletter, I break down the 3 critical muscles every tech company needs to scale upmarket. Plus, I share 15 tactical tips to help you navigate enterprise sales with more speed, clarity, and confidence. The Solution: Build the Enterprise Muscle Enterprise success starts with a strong foundation. Here’s a high-level three-part framework: 1. P&L-Focused … Read more

  In this newsletter, I’ll break down why enterprise tech sales are uniquely complex, the common mistakes companies make, and the opportunities in this space. I’ll also provide a mini-playbook to help you navigate these deals and build a sustainable enterprise business. What is Enterprise Tech? For this discussion, Enterprise Tech refers to tech companies—primarily … Read more

Here’s an assessment you can use to determine where you stand, and where to start.  AI Opportunity Scorecard: Executive Assessment Worksheet Instructions Rate each factor on a scale from 1 (Low) to 5 (High) based on your business’s readiness and potential impact. Use the final score to prioritize AI initiatives. Step 1: Assess Business Impact … Read more

The AI Shift: The Next Great Business Transformation First, there was the internet—it redefined commerce. Then came SaaS—it reshaped business models. Now, AI is fundamentally shifting how businesses operate. A Lesson from History: Why Some Companies Win While Others Fade Consider how technology evolved: On-Premise Era: Businesses bolted cloud capabilities onto outdated systems, accumulating tech … Read more