Latest Posts

  • Developing Champions: Why Most Sales Training is a Waste of Time

    Part 4 of 6: Applying The Ultimate Sales Machine to a Career in Institutional Finance and Digital Assets I’ve built and managed Sales and Business Development teams in both small FinTech companies and in hypergrowth Digital Assets companies. From low-touch,… Continue reading

  • Tokenization Theater & Blackrock as Kingmaker

    Everyone’s writing about tokenization wrong. The standard pitch goes: take a stock, a bond, a piece of real estate, wrap it in a blockchain token, and now anyone can buy a sliver of it 24/7. Democratization. Liquidity. Access. It’s a… Continue reading

  • Education-Based Selling: Stop Pitching. Start Educating

    Chet Holmes makes a counterintuitive argument in this chapter: the best way to sell is to stop selling. Instead, become the most credible, most useful source of education in your market and let that reputation do the heavy lifting. His… Continue reading

  • The Dream 100

    Stop Chasing Everyone. Start Owning Your List. The Dream 100 is the concept from Chet Holmes that I use in my FinTech (B2B) Business Development & Sales Leadership roles. As usual the concept is simple: instead of casting the widest… Continue reading

  • Time Management

    Analysis & Comments on Chet Holmes’ #1 Priority for Sales Leaders Time Management: The Discipline That Separates Good Sales Leaders from Great Ones Part 1 of 6: Applying The Ultimate Sales Machine to a Career in Institutional FinTech & Digital… Continue reading

  • Why I Still Pull “The Ultimate Sales Machine” Off the Shelf

    Tactics adapt, Strategies can be refined, Principles remain Although I first read Chet Holmes’ The Ultimate Sales Machine years ago, it remains my most-cited resource when discussing sales leadership. It may seem unexpected given that much of the book predates… Continue reading

  • “…if the record of ownership lives onchain…”

    The SEC Already Told You Which Kind of Tokenization Is Real Strip the footnotes off the staff statement three SEC divisions put out on January 28 and here is the whole thing in one line: if the record of ownership… Continue reading

  • Europe Can’t Build Its Way Out of This Problem by Committee

    Thirty-seven banks. Fifteen countries. One quote that explains everything. Today CoinDesk reported that Qivalis, a European bank consortium building a euro-backed stablecoin, has tripled its membership to 37 financial institutions across 15 countries. ABN AMRO, Rabobank, Intesa Sanpaolo, Nordea…real names,… Continue reading

  • Tokenization’s Real Value is not 24/7 Liquidity

    Tokenization’s Real Value Isn’t What You Think Everyone’s celebrating 24/7 liquidity as the breakthrough benefit of tokenizing real-world assets. And yes, in a world where markets and news cycles never sleep, continuous trading access matters. But if you’re a retail… Continue reading

  • Who is the Hyperscaler now?

    The term hyperscaler has become part of the lexicon generally meaning the largest of tech companies’ AI efforts and the datacenters and energy infrastructure they are building. But what if someone (my friend, Vicky) scales the services provided by the… Continue reading