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If you're under revenue pressure and want to grow, this space is for you.

From doubling a $250M Microsoft segment to founding Blacfox, I've learned through wins and stumbles that sales and marketing mastery creates true economic freedom.

04/04/2026

There is a moment every salesperson knows.

You are months into a deal. The meetings keep happening. The proposal has been refined twice. But somewhere in the back of your mind, a small voice is saying: this prospect does not need what we are selling.

And you ignore it. Because holding on feels like doing your job. Letting go feels like giving up.

Our teams do this all the time. It is a natural reflex. We are trained to fight for every deal, to never let go, to invoke the locked jaw and hold on no matter what.

But there is a difference between persistence and denial.

I have seen deals stay in our pipeline for months, simply because there was no real need. The prospect was polite. The meetings kept happening. And everyone was too committed to admit the obvious.

The instinct to hold on is natural. But what if it is the very thing eroding your results?

I wrote about this. About why the strongest move in sales might be walking away. And about the one question that tells you whether to hold on or let go.

Link in first comment.

27/03/2026

My mom was a champion bargain hunter. She'd celebrate a good deal the way some people celebrate a birthday. And I get it. There's something deeply satisfying about feeling like you haven't been taken for a ride.

But that same instinct, that love of getting more for less, is the exact reason your prospects push back on price. And if you don't understand it, you'll spend your career serving discounts instead of closing deals.

The answer isn't to cave. It's not to slash your quote in half. It's to change the frame entirely. Less money = less value. More money = more value. No tricks. No gimmicks. Just an honest relationship between what they pay and what they receive.

Put the prospect in the driver's seat. Let them choose. And when the gap is too wide, ask them the only question that matters: Do you want cheap? Or do you want your problem gone?

I wrote about this in detail on Make it rAIn this week. Link in the comments.

09/03/2026

A car salesman pitches a soccer mom on how fast the car accelerates.

She's not here for acceleration. Her five-year-old waits 30 minutes after class because her current car won't start. That's why she's in the showroom.

The salesman had the right product. He just framed the value from his own perspective instead of hers.

This is the mistake I see in almost every sales conversation. The seller talks about what they think is impressive instead of what the buyer is actually trying to solve.

There's a simple framework I use to fix this. It works whether you're selling a watch over a counter or enterprise software over six months.

New Substack is out. Link in the comments.

16/02/2026

I’ve worked with tech companies for over twenty years, and I keep seeing the same pattern.

When revenue slows, the first reaction is to blame the market or the economy.

But the real problem is usually much closer to home.

Let me tell you what I mean.

29/01/2026

If you've ever carried a revenue target, you know the feeling.

A number handed down from somewhere above. And now you're supposed to make it happen.

Where did it even come from? Why this number and not another?

New Substack is live. It's about targets, where they actually come from, why "just going organic" doesn't work, and what all of this has to do with Power Listening.

Link in below.

https://www.makeitrain.media/p/the-truth-about-targets

25/01/2026

My last two Substack posts have been circling something. "You're Using AI Wrong" and "Listening Is Power" planted the flag. But they left something unfinished.

If people are retreating from reality, and listening is the antidote, what do we actually do about it?

This week I'm sharing what I'm building next and why it matters. It's called Power Listening.

Not a soft skill. Not a passive approach. A technically precise method for staying in contact with reality when everything around you is tempting you to retreat.

Link in below.

https://www.makeitrain.media/p/introducing-power-listening

20/01/2026

Most people think they're getting smarter with AI. They're actually doing the opposite. I'm not talking about prompt engineering or productivity hacks. This runs deeper than that.

It's about something we all claim to value but rarely examine: how information actually enters your mind. The difference between someone who stays sharp in 2026 and someone who accidentally becomes a passenger in their own business comes down to one brutal principle.

I just published the full breakdown on Substack. Link Below.

https://www.makeitrain.media/p/listening-is-power

Fair warning: if you're already feeling defensive, you're exactly who needs to read this. Link in the comments.

19/01/2026

It might feel more efficient, but is AI really helping you to learn better?

This video is about what gets lost when you outsource the hard part of learning to AI.

Give it a watch.

30/12/2025

I watched someone destroy their learning ability in real time.

A mentee told me how he "studies" important material: → AI summarizes it → Converts to audio → Listens on the treadmill

I was speechless.

Not because summaries are bad.

But because he just revealed the invisible mistake that's killing too many rainmakers right now. And they wonder why their:

- Campaigns flop
- Ads don't convert
- Positioning falls flat
- Revenue bleeds

Most won't connect the dots until it's too late.

There's a line between using AI safely and using it in a way that slowly makes you a spectator in your own business.

I learned this the expensive way at Blacfox when we trusted AI for something we should never have.

The cost? Campaign death.

I'm developing a new principle in public (still testing it, still refining) but it's becoming clear: In an era where AI output is becoming infinite and cheap, there's ONE scarce advantage left. And most people are accidentally giving it away.

Full breakdown: https://www.makeitrain.media/p/youre-using-ai-wrong

23/12/2025

It’s very human to tie your sense of worth to things like your job, your title, your looks, your car, or how relevant you feel right now. Most of us do it without thinking twice.

The problem is how fragile those things are. If they vanish, your whole sense of worth takes a hit.

In this video, I explain why we fall into that trap, and suggest something better to attach your worth to.

Watch it.

18/12/2025

When you work hard, the default goal is comfort.

Nice place. Nice car. Easy days.

On paper, that looks like success. In reality, it can turn into a dead end.

In this video, I give you a better goal to build your career and life around.

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http://www.kerushan.com/, https://kerushan.substack.com/

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