The Thinking
20 years of pattern recognition... written down. Notes on enterprise sales, revenue structure, leadership mindset, and what it actually takes to build a B2B business that doesn't run on chaos or hope.
14 - Pull Isn't Free
by: Jag JasselPublished on: 24/03/2026When I left IBM, cold outreach stopped working overnight. Same skills. Same message. Nobody responded. That's when I understood the difference between borrowed brand pull and personal authority and why pushing harder was never going to fix it.
13 - The forecast that lies
by: Jag JasselPublished on: 23/03/2026Most enterprise sales forecasts are not forecasts. They are optimism organised into a spreadsheet. Here is the structural reason, and three fixes installed from real engagements.
12 - The wrong variable
by: Jag JasselPublished on: 16/03/2026Most sales leaders obsess over pitch, process, and pipeline. The variable they ignore is the one that closes deals — presence. A short read on why in-person time is the strategy, not the tactic.
11 - The Library
by: Jag JasselPublished on: 14/03/2026For most of my career, I was paid to know things. Then AI arrived — and I realised a lot of what I called insight was actually retrieval. This is Post 11 of The Thinking.
The thinking lands here first
Founders, sales leaders, and senior operators subscribe. Not for inspiration. For the structural thinking that makes revenue predictable. No sequences. No pitches. Just the work.
Sales. Structure. Mindset.
PO Box 4370, Springfield, QLD, 4300 Australia