How I Work

Every engagement starts with a diagnosis. No assumptions, no generic frameworks. I conduct a structured assessment of where your sales narrative is breaking and why buyers aren't getting it fast enough.

Services

All engagements begin with a complimentary 20-minute discovery conversation. I take on a limited number of clients each quarter to ensure the quality of every engagement.

  • Engagement: 1–2 weeks · Fixed scope · Fixed fee

    A structured diagnostic engagement for cybersecurity companies struggling with unclear positioning and slow early pipeline progression.

    What We Do Together:

    • Structured interviews with your product team, sellers, and sales leaders to map where buyer conversations break down

    • Review of your pitch, messaging, and positioning through the lens of the three breakdown framework

    • Buyer perspective analysis: what your ideal buyer hears vs. what you intend

    • Identification of which breakdown is primary: Capability Framing, Value Translation, or Differentiation

    What You Walk Away With:

    A clear diagnosis of where and why your messaging is breaking, mapped to the three framework areas, with a prioritized set of recommendations for what to fix first.

  • Engagement: 3–4 weeks · Fixed scope · Fixed fee

    Full diagnostic followed by collaborative advisory sessions to develop the strategy to fix it.

    What We Do Together:

    • Full Pre-Sales Translation Diagnostic as the foundation

    • Working sessions with your leadership and sales team to develop the corrected narrative strategy

    • Collaborative development of a discovery conversation framework: how sellers should structure buyer conversations to surface urgency and qualify faster

    • Advisory on competitive positioning: how to answer "How is this different from X?" without going defensive

    • Guidance as your team rebuilds their materials: I pressure-test the strategy, your team executes

    What You Walk Away With:

    A validated narrative strategy and discovery framework your sales team understands and can own. Clients in this engagement typically see measurable improvement in qualified discovery conversion within 60–90 days.

  • Engagement: Month-to-month retainer

    Continued strategic counsel for companies that want a thought partner beyond the initial engagement.

    What We Do Together:

    • 2-3 working sessions per month focused on your highest-priority GTM challenges

    • Real-time feedback and refinement as you test the narrative in market

    • Strategic counsel for new product positioning, competitive responses, or market expansion

    • Available for key conversations: board prep, investor narrative, analyst briefings

Book a Discovery Call