Writing
Essays on business and selling, with notes from the workbench and the garage mixed in. Newest first.
2026
- Most sales problems are roster problems wearing a disguiseDraftBusiness
When revenue stalls, owners blame the market, the leads, or the comp plan. Usually the answer is sitting in the seats.
- What a supercharger whine taught me about listening to customersDraftGarage
My R53 talks constantly. Learning which noises matter made me better at hearing what buyers actually say.
- Measure twice, glue once: notes from a first speaker cabinetDraftWorkbench
What I got wrong, and a few things I got right, building a two way bookshelf speaker from flat sheets of MDF.
- Comp plans should share risk, not hide itDraftBusiness
A good sales compensation plan tells the rep exactly what the company is betting on, and how much of the bet is theirs.
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