The boring half of selling

I spent five years selling technical products to software developers at crypto startups. It is one of the hardest sales jobs there is. It teaches you one thing fast: the pitch is almost never the problem. The problem is that you are talking to the wrong two hundred people.

I also run a contracting business in Addison. That taught me the other half. I know what it is like on this side of it. Nobody doing sales operations. A CRM nobody maintains. No idea whether the companies you have never heard of are worth knowing.

Almost every pipeline problem I have been handed turned out to be a targeting problem in disguise.

What I actually do all day

I find companies. I take a business, work out what it really sells and who buys it, then find every company that fits. After that I spend most of the job arguing about which ones to take back off the list. What survives gets a real person’s name and a checked way to reach them.

The rest of the time I am inside somebody’s CRM. It is usually worse than they think and more valuable than they think, at the same time.

Why this and not AI consulting

Because I tried the general version and it was not working. AI is how I get the work done. It lets me check dozens of data sources at once, do research that used to take a team, and watch for buying signs nobody would track by hand. But “I do AI for small businesses” is not an offer. It is a category. This is an offer: I will tell you who is in your market, and you can check whether I got it right.

Why Dallas–Fort Worth

Because I live here, and because being in the room matters during that first week of questions. Those conversations go faster face to face. After that the work is remote, and I have clients who are not local at all. But if you are in Plano or Fort Worth or Addison and want to start by sitting down together, that is easy and it usually helps.

DFW is also full of exactly the kind of company this works on. Owner-run, selling to other businesses, real revenue, a real market to map, and nobody on staff whose job is to know who is in it.

How I like to work

• Fixed price, written down first. You should know what you are buying and what it costs before you say yes.
• You can check my work. Counts, the reason next to every company I cut, which contacts I confirmed and which I couldn’t. All of it is visible. You don’t have to take my word for it.
• You own it. Your accounts, your data, your files. I am not building something you have to keep paying me for.
• Start small. The Market Map exists so you can find out if I’m any good for $3,500 instead of $35,000.
• Straight answers. Including “you don’t need this,” which I say more often than is good for business.