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I used to overcomplicate my sales frameworks—five steps, ten categories, a dozen mental models. But I’ve realized something: the best-performing material follows the same principle as structural engineering—the triangle is stronger than the pentagon. Simpler frameworks are easier to remember, easier to teach, and more effective in high-stakes environments like the C-suite.

In this episode, I walk through how I took a bloated five-part sales framework and collapsed it into a tight, three-part system:

1. Position yourself before you pitch
2. Target the right executives
3. Pitch like a peer, close like a pro

I also dig into how categorization systems—like the Dewey Decimal Classification or the Library of Congress system—can inspire how you structure your offers, onboarding materials, and even your internal training. When you understand how to move from macro (strategic themes) to micro (specific phrasing or tactics), your whole business becomes more searchable, teachable, and scalable.

If your sales material feels limp or indistinct, this will help you clean it up and lock in a structure that actually lands.