Field notes

Plain talk about selling complex things

No bro-marketer energy, no false scarcity. Just what I’ve learned about making technical work persuasive — written like a conversation with one smart, skeptical friend.

The Engineer-Translator

Most engineers are excellent at being right. Few are persuasive.

Read the note

June 18, 20265 min read

Those are different skills, and the gap costs deals. I should know — I’m one of them. Here’s how the gap shows up in MSSP sales, and what to do about it.

Sales Asset Engineering

Stop trying to fix your salespeople. Fix the assets they sell with.

Traditional sales enablement blames the consultant when reps don’t follow through. Sales Asset Engineering removes that risk entirely.

June 5, 20264 min read

Copy & Persuasion

How to create urgency without lying about it

Honest urgency comes from a real downstream commitment. Here’s how to build a “why now?” that holds up under scrutiny.

May 21, 20266 min read

Method

The MSSP Message Clarity Method, briefly

Translating technical cybersecurity language into business-buyer language — using the same method that worked in industrial refrigeration.

May 8, 20265 min read

Let’s start a conversation

No pitch, no pressure. We’ll diagnose where your sales assets are leaking deals — and whether I’m the right person to fix them.

Let's start a conversation 770-617-5495