Ideas worth your time
Practical thinking on building pipeline, growing your existing accounts, selling into government, and putting AI to work in your sales process.
What Happens to Your Accreditation When That One Person Retires?
CALEA counts 470 standards. CFAI counts 250 performance indicators. ACA publishes 29 manuals. Law enforcement, fire, EMS, public health, forensic labs, human services, corrections — different accrediting bodies, identical architecture, identical failure mode.
Read the article Partnerships · 5 min readThe Feature Your Platform Is Missing: Resolution
Your software already sees every dispute — it just can’t resolve them. How a turnkey, white-labeled arbitration engine turns written-off balances into a new line of revenue for your platform.
Read the article Mindset · 7 min readWhy Being Doubted Might Be the Best Thing That Ever Happens to You
Being counted out stings — and for achievers it's rocket fuel. Bulletin-board material, the drive to prove people wrong, and the research behind the "underdog effect."
Read the article Sales Coaching · 6 min readGreat Salespeople Don't Sell. They Build Relationships.
The best salespeople aren't really selling at all. Seven habits I coach — from putting the customer before the company to the hand-written note that beats any holiday card.
Read the article Parking & Enforcement · 5 min readParking Solved Detection. It Never Solved Collection.
The industry won the war on visibility — but catching a violation and collecting on it are two different problems. The last mile nobody markets, and where the recovered revenue is hiding.
Read the article Revenue Growth · 7 min readHow to Grow Revenue From Your Existing Customers
Your fastest, most profitable growth isn't a new logo — it's the customers you already have. Why expansion revenue wins, and how to capture it, backed by research from Bain and HBR.
Read the article Government Sales · 8 min readSelling to State Government: How the Right Consultant Wins RFPs & Contracts
A $1.5-trillion market — but RFPs, cooperative agreements, and long procurement cycles stop most companies cold. How it works and how to shorten the path in.
Read the article Sales Strategy · 7 min readThe Benefits of Hiring a Sales Consultant: When It Pays Off
What a sales consultant actually does, when it makes sense to bring one in, and the measurable ROI — backed by research from Gartner, CSO Insights, and more.
Read the articleHave a revenue challenge these ideas don't cover?
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