Notes from inside the deals
Short, direct notes on founder-led sales, power mapping, forecasting and enterprise buying. New most weeks, when there’s something worth saying.
When the founder should show up — and what the fractional VP is doing
Founder and fractional VP as partners in a complex enterprise deal. Three stages that need the founder, three that only feel like they do, and how Ed helps you run the difference.
8 September 2026 · 7 min
How I workYou need a senior sales partner
Consultant, fractional VP of Sales or a special project — the question founders ask first, and why the answer is the work, not the title.
27 August 2026 · 5 min
Deal strategyMost late-stage stalls are power-base problems
If a deal dies after the demo, it is rarely because the demo was bad. It is because you never mapped who can actually say yes.
18 August 2026 · 4 min
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