I am a licensed California attorney with more than a decade of experience doing startup business development in Silicon Valley. Following the painful 2000 tech blowup, I spent ten years selling high-value long sales cycle technologies for 3M Optical Components and 3M Aerospace. In 2009 I helped found Jet RVSM Services, LLC and serve as Chief Counsel and Business Development Manager specializing in FAA regulatory work, Flight Department Safety Management Systems and FAA-required height monitoring flights to verify altimetery. Along the way I developed a strong interest in theoretical physics, mathematics and complex adaptive systems, which has helped me understand seemingly intractable problems involving sales and other complex human-related processes. After seven years of thinking about the intersection of science and sales, I arrived at the methodology that underlies SALESPHASE.