Weekly learnings from the trenches of enterprise sales — what's working, what's not, and what I wish I'd known earlier.
A $150k deal in New York. Strong champion, full MEDDIC, POC done, price agreed. Lost because the prospect's investors backed our competitor. What it taught me about detachment.
Read the full post →You can have the best solution, the best relationship, and the best business case — and still lose the deal because the CEO doesn't see themselves in the problem.
Read the full post →I spent 12 months on a deal that was never going to close. Sixteen meetings. At least 20 hours of prep. Here's what I learned.
Read the full post →I started this blog to do two things at once: share what I'm learning week by week, and show that tech sales doesn't deserve its bad reputation. Most people hear "sales" and picture cold calls and rejection. The reality is far more interesting — it's about navigating complexity, building real trust, and helping people make decisions that are genuinely good for their business. I want this to be the resource I wish I'd had when I was starting out.
My guiding principle in both work and life is helping people navigate complexity through clear communication, organisation, and technology. That's what this blog is: one post a week, no fluff, just the raw lessons from the field.
What people sometimes don't know about me is that my academic background is in mechanical engineering. That might sound unrelated to sales, but it has shaped how I think more than anything else. Engineering teaches you to break down complicated systems into simple, digestible parts — what we call going back to first principles. What do we actually know? What are the basics? How do we build up from there? I use that exact same approach in sales. When a deal gets complicated, or when I need to translate a technical solution into language a CFO can act on, I go back to first principles. It has made me something of a hybrid: I understand the technical side well enough to earn credibility with engineers, and I understand the business world well enough to speak to executives. That middle ground has been one of the most useful things I bring to a room.
I've been in sales since 2019, after nearly three years as a management consultant. The journey has taken me across four cities and three continents:
Outside of work I'm an avid podcast listener (if you're commuting and stumbled across this, we're probably the same kind of person), and I'm based in Barcelona with my fiancée. What drives me? Helping others. Simple as that.