The Convert
For sales leaders who are done with theory that doesn't convert.
Bi-weekly. Contrarian. Evidence-based. Written for sales producers and leaders who want to convert strategy to results. 500 words or less. One field tool in every issue. No useless theory.
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A newsletter built for people
who actually run sales teams.
Most sales content is written by people who've never carried a number. This one isn't.
Bi-Weekly Discipline
Every other Tuesday. 500 words or less. Designed to be read in the time it takes to finish your coffee.
Evidence Over Opinion
Every take is grounded in research, data, or patterns from the field — not commentary. If we can't source it, we don't publish it.
Usable This Week
Every issue includes a field tool. A framework, a question stack, a diagnostic. Something you can use on your next call.
Start with the latest issue.
Before you subscribe, read one. If it's not useful, it's not for you.
Less than 10% of sales leaders actually coach. That's a big problem.
Most sales leaders run pipeline reviews, deal inspections, and ride-alongs — and call the entire bundle "coaching." CEB and Gartner research shows less than 10 percent of frontline managers' time is actually spent coaching, fewer than half feel confident enough to do it, and great coaching drives a 19 percent performance lift. The gap between what sales leaders say they do and what actually develops producers is wider than most realize.
Read the full issue →The Field Tool Library.
Every issue ships with a printable, deployable tool — the kind sales leaders bring to their next pipeline review or 1:1. They compound. Use them all.
The Coaching Conversation Map
A 2×2 framework that sorts every producer conversation by Past/Future and Outcome/Behavior. Three of the four quadrants are valuable. Only one is coaching. Print it. Audit your last month of 1:1s. Find the gap.
Download ↓The Deal Inspection Question Stack
Seven questions across three tiers — Evidence, Champion, Close. Use it in every forecast review. The producers who answer cleanly have real deals. The ones who can't are showing you where the forecast is fiction.
Download ↓The Three-Layer Discovery Framework
A field-ready tool for sales leaders ready to stop losing deals to shallow discovery. Includes The Rule, The Three Layers with go-to questions, and The Silence Rule. Use it on your next call.
Download ↓Free. No email required. The newsletter is the ask — these are the gift.