Sales Decision-Making

The most dangerous student I ever had wasn't the nervous one. It was the one who was absolutely certain he was ready. He'd driven cars for thirty years. Excellent driver; smooth, aware, patient in traffic. He told me this in the first five minutes. Not bragging. Just context. He wanted me to know he wasn't starting from zero. I smiled and said nothing. Because here's what thirty years of driving does for you on a motorcycle. Nothing. Not nothing as in a little. Nothing as in

Most founders don’t have a sales problem. They have a decision problem. And they don’t see it. You’ve probably tried to fix it: • More leads • Better messaging • A CRM • A new process • Maybe even hired help And still… Deals stall Conversations drift Revenue stays inconsistent So you assume: “I just need to execute better.” But ... that’s not it. In the moments that matter most, you are: • Explaining instead of leading • Waiting instead of directing • Softening instea