Hi, I’m Davis. I’m an Enterprise AE based in Melbourne. I’ve built this space to share my thoughts on enterprise sales, agentic software workflows, and the long game. This space is organised into d...

A custom from a bygone era of rugby is the jersey presentation. It’s old school. Someone who’s lived what this jersey means stands up and shares their story, and the values that come with it. They...

Over dinner, Dan couldn’t stop talking about his favourite thing besides long distance running. AFC Bournemouth 🍒. He’s a diehard fan that can’t wipe the grin off his face when he explains the si...

The moment a prospect agrees that your solution can solve their problem, you shift from convincing to executing. In enterprise SaaS, a “yes” from a Champion can still mean months away from having ...

The most valuable and finite resource to manage in enterprise sales is time. The second is focus. Time and focus of our internal team (solution architects, product, engineering, customer success et...

Beneath the value map is our value chain. A value chain represents a set of activities organisations engage in to serve their customers. In the context of ANZ, we’re already aware of the customer s...

This is my approach to account planning. A Value Map documents my understanding of a prospect so every capability conversation is anchored to something the buyer is already funded and measured on. ...

Flying when you have status is dope. 30 flights that first year. I knew all the tricks to get round the airport quick. I knew when the lounge changed its meals. I could tell the seasons by the men...

One job I know every seller tries to avoid. Cold Calling. It’s always easy to find other work to keep you busy. You spend half a day preparing a list of prospects, finding the right contact detai...

I was moving up the ladder. My career in enterprise tech was turning into something real. I’d been promoted to senior sales development rep, I was flown to Toronto and New York to learn consultati...