Field notes on closing, frame, and running a sales team with AI.
Playbooks and field notes on high-ticket closing, sales management, and Frame State Selling — from the team building the AI sales manager.
One un-recovered deal per quarter is next year's sales manager
One should-have-closed deal per closer per quarter is the real cost of losing sales deals nobody totals. Bigger than the sales manager you keep parking.
10 August 2026 · 8 min read
MEDDIC gets qualification right and closes wrong. Here's why.
MEDDIC qualifies the deal. It cannot tell you the frame slipped at 4:32. Founders who stop at the scorecard keep losing deals that were already dead.
8 August 2026 · 8 min read
What Is an AI Sales Manager? (And What Founders Should Actually Install)
Most "AI sales manager" tools automate CRM busywork. A real one replaces the management layer: remembers every deal, scores deal health, and tells reps exactly how to close.
7 July 2026 · 7 min read
The deal didn't stall. You lost the frame.
"Let me think about it" is rarely about thinking. It's the sound of a frame you stopped holding three questions ago. Here's how to spot the handover and take it back.
12 June 2026 · 3 min read
The sales manager you can't afford to keep
Founders don't fail to hire a sales manager. They hire three of them, watch the methodology leak out the door, and end up running the team themselves anyway. There's a cheaper way to install one.
9 June 2026 · 3 min read