The Story
I started my career making 52,000 cold calls from a boiler room in Red Bank, New Jersey. That produced exactly three clients.
Around the same time, I built an ISP from my bedroom that grew through word of mouth. The contrast taught me something I've spent 25 years proving: volume-based selling is a losing game - and the operating assumptions underneath it are wrong.
Since then I've led revenue organizations at WPP, EPAM, BairesDev, and Globant. I helped build the revenue engine behind a $200M acquisition. I've watched companies with incredible products bleed revenue because their sales operating system was built for a market that stopped existing a decade ago.
That pattern - smart teams running the wrong playbook - is what Inversion Selling™ was built to fix. I began documenting it in 2014, tracking daily observations of what actually closes complex B2B deals versus what the methodologies prescribe. A decade later, those observations became a methodology currently under academic review at the University of Houston Sales Excellence Institute.
I'm also watching a parallel disruption unfold in the technology services industry I've been part of for 25 years. A $1.5 trillion industry built on the scarcity of skilled engineering labor is meeting infinite AI-generated capacity. That collision is the subject of The Last Billable Hour.
Since then I've led revenue organizations at WPP, EPAM, BairesDev, and Globant. I helped build the revenue engine behind a $200M acquisition. I've watched companies with incredible products bleed revenue because their sales operating system was built for a market that stopped existing a decade ago.
That pattern - smart teams running the wrong playbook - is what Inversion Selling™ was built to fix. I began documenting it in 2014, tracking daily observations of what actually closes complex B2B deals versus what the methodologies prescribe. A decade later, those observations became a methodology currently under academic review at the University of Houston Sales Excellence Institute.
I'm also watching a parallel disruption unfold in the technology services industry I've been part of for 25 years. A $1.5 trillion industry built on the scarcity of skilled engineering labor is meeting infinite AI-generated capacity. That collision is the subject of The Last Billable Hour.