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09/11/2026

Another confession: I didn't stick to my own script.

One big part of my process is that I personally present my solution directly to my client.
Missing this one was critical - and it cost me the deal.

This is why having a process is so key. You can point to the problems that arise as a result of straying from it, and refine the process as you move forward - leading to more and more successes.

It's not in my nature to share things like this, but I think it illustrates something important about Vendi.A while back...
09/10/2026

It's not in my nature to share things like this, but I think it illustrates something important about Vendi.

A while back we interviewed several past clients to find what we're doing well, and more importantly, areas for improvement.

This is a list of 6 positives that became very apparent after the interview data was processed - and I'm proud to hear each one of them.

09/08/2026

Being an incredible individual contributor (IC) is a superpower! 🚀 You need that healthy confidence, sometimes even a bit of arrogance, to kick down doors, hear "no" all day, and still come back for more. It's a competitive, self-focused role.

Here's the BUT: what makes an amazing hunter doesn't always translate to managing people. Leading a team is a totally different beast.
It's about serving others, coaching, and putting your team first.

09/04/2026

A client couldn't ship parts across the border for repairs.

Downtime was too costly.

So we built them an on-site repair facility.

Six months of work. A solution that didn't exist before we made it.

The best reps don't just sell what's in the catalog.

They solve what's actually in the way.

Give your team permission to think outside the box.

Then get in the field to see what's possible.

Last year I had an opportunity to present to a team of high-achieving sales people.I took my friend from Sender Creative...
09/03/2026

Last year I had an opportunity to present to a team of high-achieving sales people.

I took my friend from Sender Creative along to video the full presentation - not for content, but for self improvement.

In sports this is common practice - collecting video footage of games, practices, postures, etc. then slowing it down, watching it back over and over again to find important improvements that otherwise you'd be blind to.

Sometimes watching a video of yourself is uncomfortable, but it's usually the best way to unlock real improvement.

I'd highly recommend it.

Have you ever used this method to improve your sales game?

08/28/2026

8 years of losing market share. 8 months with Vendi and they got 2% back.

No magic fix. No single lever.
Getting in the trenches, finding the right tech, getting the right people in the right seats.
That's what a real turnaround looks like.

08/25/2026

"They're so good with people. Why can't they sell?"

Personable isn't a sales skill.

The mindset that makes a great account manager will sink a hunter.

Hire for the role - that doesn't always mean what you think it means.

08/21/2026

My dad thought I was crazy.

Good job. Great company. Good money. Why leave?

Because I kept seeing the same problem everywhere I looked.
Leaders great with people, but struggling with the system.

I build the system, and can help a lot more people this way.

This is what fixing a sales team actually looks like.Not a deck. Not a report.A window, a marker, and the truth about wh...
08/20/2026

This is what fixing a sales team actually looks like.

Not a deck. Not a report.
A window, a marker, and the truth about what's actually happening.

08/18/2026

Hot take: most leaders don't micromanage enough.

Not hovering. Not controlling.
Just knowing.

If someone asks you a basic question about your team and you can't answer it - you're already behind.

Be micro aware. Know your organization like the back of your hand.

That's how you stay ahead of problems instead of chasing them.

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