Coming soon
Book Deep Dive
Turn a serious business book into usable ideas rather than a generic summary.
- Environments
- ChatGPT · Claude · Codex
- Commercial lenses
- Enterprise Buy · Business Value
- WISHComing later
- WOWComing later
- WALLETLive
WALLETThe enterprise B2B sales field guide
“We already know how to create WOW.
This is about making it commercially matter.”
A curated collection of the few ideas, people, books and conversations worth your time when the objective is not merely to impress the customer — but to move the decision.
Start with the essential twelve01The Essential 12
If you consume nothing else, start here.
Twelve picks across listening and reading — chosen because each changes how a complex deal actually moves.
02Six commercial questions
Every serious deal asks the same six questions. The answers make the numbers move.
02.A·Understand the Enterprise Buy
Large organisations don't buy the way you sell
How large organisations actually make decisions.
Explore all in Enterprise Buy02.B·Qualify Ruthlessly
Know if the deal is actually real
Pain, metrics, economic buyer, champions, decision process and deal truth.
Explore all in Qualification02.C·Create Business Value
Put a number on the problem
ROI, business cases, cost of inaction and putting numbers on problems.
Explore all in Business Value02.D·Build Consensus
Why good solutions still don't get bought
Mobilizers, champions, multithreading, executives and internal politics.
Explore all in Consensus02.E·Shape the Pursuit
Shape the decision before it's written down
Positioning, RFPs, demos, pilots, differentiation and strategic orchestration.
Explore all in Pursuit02.F·Get to Commitment
Make saying yes feel safe
Decision confidence, pricing, procurement, paper process, closing and expansion.
Explore all in Commitment03Build your commercial edge
Where do you want to get stronger?
Choose a part of your practice to develop. Ideas worth spending time with — and returning to as you put them to work.
Keep returning
Blogs worth following.
Not a single post. The sources that keep sharpening your thinking.
- ReadBlog
The Command Center
Force Management
Enterprise sales execution, qualification, business value, C-suite selling and negotiation.
Consistently practical and unusually close to the mechanics of large B2B deals.
Ongoing · Free
Website: Visit blog (opens in a new tab) - ReadBlog
MEDDICC Resources
MEDDICC
Metrics, Economic Buyer, Decision Process, Champion, Paper Process and enterprise qualification.
Best used as a living reference library for deal truth—not as methodology compliance.
Ongoing · Mostly free
Website: Visit blog (opens in a new tab) - ReadBlog
Challenger Blog
Challenger
Commercial insight, buyer psychology, consensus, urgency and shaping customer thinking.
Strong counterweight to reactive discovery and generic solution selling, with useful current material on AI-empowered buyers.
Ongoing · Free
Website: Visit blog (opens in a new tab)
The full WALLET Library
The right idea for the deal in front of you.
Go beyond the shortlist. Explore conversations, articles, books and trusted blogs — organised around the commercial questions that matter.
ListenRead
04Skills
Take WALLET with you.
Portable thinking tools for the work — take selected WALLET thinking into ChatGPT, Claude, Codex or another AI environment and apply it to your own pursuits.
Coming soon
Conversation Distiller
Extract the important principles, disagreements and practical moves from a long podcast or interview.
- Environments
- ChatGPT · Claude
- Commercial lenses
- Consensus · Pursuit
Coming soon
WALLET Pursuit Critic
Pressure-test a pursuit through the commercial lenses represented in WALLET.
- Environments
- ChatGPT · Claude · Codex
- Commercial lenses
- Qualification · Commitment
These tools are being built. Nothing is downloadable yet.
See more skills05People worth following
The practitioners whose thinking shows up in the best deals.
- Top pick
Jen Abel
Enterprise sales practitioner
Enterprise sales process, high-ACV deals, founder-led selling and services/product wedges.
(opens in a new tab)Enterprise salesNew offeringsLinkedIn: LinkedIn John Kaplan
Force Management / Revenue Builders
Business value, qualification and complex enterprise deal execution.
(opens in a new tab)Enterprise salesLinkedIn: LinkedInAndy Whyte
MEDDICC
MEDDPICC used as a deal-truth diagnostic rather than CRM bureaucracy.
(opens in a new tab)QualificationLinkedIn: LinkedIn- Top pick
Brent Adamson
B2B buying research
Buying complexity, decision confidence, consensus and modern enterprise buyer behaviour.
(opens in a new tab)Enterprise buyingConsensusLinkedIn: LinkedIn - Top pick
April Dunford
Positioning & sales narrative
Positioning and sales narratives for B2B technology and technical products.
(opens in a new tab)AcceleratorsPositioningLinkedIn: LinkedIn - Top pick
Blair Enns
Selling expertise
Selling expertise, power in client relationships, pricing and escaping pitch/proposal commoditisation.
(opens in a new tab)Project salesConsultingLinkedIn: LinkedIn Jen Allen-Knuth
Enterprise sales practitioner
Executive access, cost of inaction and complex buying groups.
(opens in a new tab)Executive sellingLinkedIn: LinkedInArmand Farrokh
30MPC
Tactical enterprise AE craft: multithreading, champions, demos and deal progression.
(opens in a new tab)Enterprise executionLinkedIn: LinkedInIan Koniak
Enterprise sales practitioner
Enterprise AE execution discipline and strategic selling habits.
(opens in a new tab)Enterprise executionLinkedIn: LinkedInPeter Cohan
Great Demo!
Technical discovery and demos connected to buyer value.
(opens in a new tab)Technical presalesDemosLinkedIn: LinkedIn- Top pick
Dick Thomas
Business-value selling
ROI, business cases and making technical deals economically defensible.
(opens in a new tab)Business valueLinkedIn: LinkedIn Pete Kazanjy
Founding Sales
Building the first sales motion for products or offers that do not yet have a mature go-to-market system.
(opens in a new tab)New offeringsLinkedIn: LinkedIn
The larger horizon
WISH
Find what truly matters.
Curated collection coming later
WOW
Create conviction.
Curated collection coming later
WALLET
Move the numbers.
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