Today I spent the afternoon mentoring EdTech founders through #StartEd Mentor Madness. One thing came up that inspired me in particular: How to deliver a product description and the value of it strategically and succinctly. Specifically a 30 second elevator pitch that is clear and direct, that doesn't make the listener's eyes glaze over. The timing was almost funny. I happened to be editing the exact chapter on this in my book that same morning — the one on the H.I. Pitch Fo

My client just landed her first deal, and it's six-figures. A rare startup milestone. Plus, a new video Short on why pressure kills a sale, and what to do instead.

Why is this happening and what effective measures can you take when they are not responding? What they often don't do is the one thing the whole conversation was built for: ask for the business. Maybe it's because they are afraid to be pushy, or perhaps they simply don't know how.

After more than 25 years in sales, generating billions in revenue, helping secure over $100 million in investment funding, and mentoring countless sales professionals, I've decided it's time to put everything I've learned into one place. I'm excited to share that I'm currently building The H.I. Sales Code™, a sales mastery framework centered around one concept that I believe has been largely overlooked in modern selling: Human Intuition.

The 6W1H Framework: How to Ask the Right Questions at the Start of Every Sales Conversation There's a moment at the top of every sales conversation that most salespeople completely waste. You've got thirty seconds — maybe sixty — where your prospect is deciding whether they want to actually talk to you, or just survive the call.

I just released a short training video, just under ten minutes, that walks you through a complete sales pitch deck framework designed around one thing most decks completely ignore: Human Interaction.

It's not about your pitch. It's not about your product knowledge. It's not even about being charming or funny or polished. The most powerful thing you can do in a sales conversation is make the other person feel genuinely seen, genuinely valued, and genuinely liked, by you. The science behind this is called reciprocal liking, and learning how to master this has the power to change everything about how you approach a first meeting, a follow-up, a demo, or a close. I'm hosting

A rare conversation unfolded when EdTech and GovTech founders sat down with investors to discuss what it really takes to build and scale companies in state, local, and education markets. In this session, Union Software Group shared how operator-led investors partner with founders beyond capital, while BusPlanner offered firsthand insight into navigating growth with an operational partner. The webinar also introduced a practical SLED strategy framework for founders looking to

Selling to K–12 and government markets without understanding state priorities and budgets is a costly mistake. The SLED Code reveals a repeatable framework for turning political intelligence into qualified SLED pipeline.

These three workshops address the exact challenges portfolio companies face at this inflection point, delivering actionable frameworks and proven strategies that can be implemented immediately. 1. Understanding K-12 Sales Cycles to Maximize Revenue Generation Success 2. From Founder Led Sales to a Scalable Revenue Engine 3. Building SLED Sales Strategies - State-by-State Revenue Strategy for EdTech and GovTech sales organizations.

The Misunderstanding Around Sales: One of the biggest blind spots for many founders and business owners is how they view sales. Because they’ve poured themselves into building the product or delivering the service, they assume they’re carrying all the weight.

The old “Always Be Closing” approach is outdated and ineffective in today’s sales environment. In my free eBook, The New Sales ABCs, I share a modern framework built on crafting authentic messages, building real connections, and approaching every interaction with integrity. Download your copy and discover how to sell successfully without high-pressure tactics.

Bootstrapped? Slumping Sales? Running on Empty? Get my Founder-Led Sales Workshop and Online Community Access at the Intro Rate While It...

When it comes to managing a sales pipeline, most people focus too much on what happens in the middle and not enough on the two ends that make or break results. A healthy pipeline isn’t just about moving leads through stages. It’s about how well you fill it, how consistently you follow up, and how effectively you close.

Too often, companies approach state sales with a “features and benefits” mindset. But the real path to traction begins much earlier, by understanding what your buyer believes they’re solving for, how they’re being measured, and what language they’re using to talk about it publicly. That’s where alignment begins. A deep dive is provided on this topic in the Rainmaker Sales Readiness article, from the How to Become a Sales Unicorn series.

AI Generated Photo of me I LOVE IT! For about a decade, I’ve helped companies navigate the complex world of government...

Rainmaker level sales success is built long before the first call is ever made and the company leadership must equip the sales team with the tools towards success. The work begins with deep understanding. It starts with listening, analyzing, mapping, and questioning, until you know what problem you’re solving, who has it, how it’s funded, and how your solution fits.

I wandered into the woods seeking answers... there she was, the Sales Unicorn. And I asked myself: what path must I walk to become one...

In today’s world, the best salespeople are not the pushiest. They are the ones who connect deeply, listen actively, and move with intention. Buyers are experiencing unprecedented screen fatigue. Blue screen exhaustion leaves people feeling disconnected and overstimulated. The human brain, while on a screen, tends to drift. Once attention is lost, it rarely returns. Much like scrolling to the next app, we are wired to chase the next stimulus. You are not just competing with ot

To date, most often, a child's mental health needs are not flagged until there is a glaring problem and the Department of Health and Family Services is taking over, trying to do damage control for a child who has experienced traumas beyond what could have been, if only there had been earlier intervention. This is a systemic issue. At the same time, teachers are being asked to do more than ever, often without the support or resources they need. As a nation, we are not paying t