Matt Morrison

Field Sales Leader · Systems Builder · AI Tools Developer

I’ve been in the room.

Not the conference room. The living room where someone is about to spend $40,000 on their pool renovation and their spouse just walked in. The garage where a family has been debating a premium coating for two years and today is the day they decide. The Kitchen table conversation that determines whether three hours of work turns into a signed contract.

That’s been my job for over a decade. Sitting across from people making significant financial decisions and earning their trust before they ever signed anything. I’ve done it across hundreds of homes in the greater Philadelphia market.

What I didn’t expect is that the job would turn me into a systems builder.

Because after enough appointments, you stop wondering why a deal closed and start mapping the pattern. You build the framework. You test the follow-up cadence. You figure out exactly where the conversation breaks down and you design a way around it. And somewhere along the way - while still running five appointments a day - I started building AI tools to do the things the existing software couldn’t.

What I’ve spent the last few years building toward is the ability to do all three at once - design and deploy AI solutions, teach people how to actually use them, and sit across from clients who need someone they already trust. That combination is rare. It’s also exactly what every company trying to stand up an AI services practice is learning they can’t hire for.

10+

Years Field Sales

$51M+

Team Revenue Directed

35%+

Close Rate

8-State

Territory Managed

The Work

In the Field

10+ years. High-ticket, in-home, full-cycle. Pool renovations averaging $28,000 per project, with a single-sale high of $120,000. Consistently held a 35%+ close rate on qualified leads. Four product categories - pools, windows, garage floors, home renovation systems - all sold in a single appointment, in someone’s home, with real money on the table.

The field taught me more about how people make decisions, what trust actually feels like when it’s earned, and where every sales process breaks down than any training program I’ve ever read.

Running the Region

As Regional Sales Manager at Anthony & Sylvan Pools, I directed sales strategy across an 8-state territory and supported $51M+ in annual team revenue. The real work wasn’t the numbers - it was figuring out why good reps hit walls and what to actually do about it.

I ran joint appointments, built coaching frameworks for discovery and objection handling, and developed deal-stage best practices adopted across multiple regional markets. I know what good looks like from both sides of the close.

Building the Tools

While working full-time in the field, I designed and built AI-powered sales tools on the Abacus AI platform - a custom sales training and performance tracking app, an AI-assisted follow-up system, and a deal triage workflow built around how appointments actually go.

I also won the Abacus AI Deep Agent Competition for an AI system designed to address executive dysfunction and task initiation. I know how to build things that work for people who actually have to use them under pressure.

The Frameworks

I’ve spent years developing and codifying what works in high-pressure consultative sales - not as theory, but as testable, repeatable systems. The Three-Pile System (a task and lead prioritization framework, U.S. trademark pending) and the Human AF Method are frameworks I built because the existing ones failed me in the field.

My book, Built For Chaos: Designing a Life That Fits Your ADHD Brain, documents the full operating system. Manuscript complete. Currently in production.

Who I’m Looking For

The companies I want to work with have been earning trust in regulated industries for decades. Healthcare, legal, financial services, education, government. They’ve built real relationships with real clients over real time. And now they’re looking at AI and asking the right question: how do we turn what we’ve already earned into a new line of business without blowing up the credibility that got us here?

That transition requires someone who can sit in three chairs at the same time:

Build - Design and build AI agent solutions that clients will actually adopt.

Train - Train a sales team to sell those solutions without sounding like they’re reading a whitepaper.

Sell - Understand, from years of sitting across kitchen tables closing high-ticket deals, what a client actually needs versus what they say they want in a discovery call.

That’s a rare overlap. It happens to be exactly where I live.

I build AI tools for humans, not for developers. My brain is wired differently, and that’s not a footnote. Every system I design starts with the person who has to use it under pressure, with six other things competing for their attention, on a Tuesday at 4pm when they’re already behind. If the tool doesn’t survive that moment, it doesn’t ship. That’s not a design philosophy I adopted. It’s how I experience the world, and it makes everything I build fundamentally different.

I’m not looking for a company that wants to “explore AI.” I’m looking for one that’s already committed, already has clients asking, and needs someone who can build the solutions, train the team, and close the gaps between what the technology can do and what the market is ready to buy.

Based in greater Philadelphia. Open to hybrid or on-site within reasonable distance.

→ [email protected]LinkedIn ↗

What I Think

The Trust Problem

Why the industries most in need of AI are the hardest to deploy it for. And why the vendor relationship that already exists is worth more than any technical capability.

Healthcare systems. Law firms. Financial advisors. School districts. Local government. These are the organizations that would benefit the most from AI, and they are the last ones who will adopt it from a stranger.

Not because they don’t understand the technology. Because they understand the risk. They sit on patient records, case files, student data, and financial histories that are governed by regulations most AI vendors have never read. When a pure-play AI firm walks into a meeting with a healthcare CFO and opens with “here’s what our model can do,” the CFO isn’t thinking about capability. They’re thinking about liability.

The Missing Role

Every technology company trying to monetize AI right now is discovering the same gap. They can hire builders or they can hire trainers. Almost nobody can find someone who does both. And fewer still can sell.

There’s a hiring problem nobody has a job title for yet. Companies standing up AI services practices are learning that the talent they need doesn’t fit into the categories they’re used to recruiting for. They post for a solutions architect and get someone who can build but can’t explain. They post for a trainer and get someone who can teach but doesn’t understand what’s technically possible. They post for an AE and get someone who can sell but has never touched a prompt.

The actual need is one person who can do all three. Build a working AI agent solution for a client problem. Train an internal sales team to position it without defaulting to jargon or demos that mean nothing to a buyer. And sit in a discovery conversation with a skeptical decision-maker at a law firm or a hospital system and figure out what they actually need, not what they said in the RFP.

What AI Gets Wrong About the Sales Process

The real opportunity isn’t automating the follow-up - it’s saving the context that makes follow-up work

There’s a lot of excitement right now about AI in sales. AI that writes follow-up emails. AI that summarizes calls. AI that scores leads and forecasts pipeline.

Most of it is solving the wrong problem.

In high-ticket in-home sales, the bottleneck isn’t output - it’s context retention. The critical information from an appointment (what the homeowner actually said, what the real objection was, which decision-maker wasn’t in the room, what the next move should be and why) doesn’t survive the drive to the next stop. It lives in the rep’s head and it evaporates. By the time a CRM reminder fires three days later, that context is gone - and the follow-up that goes out is generic.

The 72-Hour Window

Why most home improvement leads die in the first three days - and what the software gets wrong about it

In home improvement sales, there’s an unwritten rule almost nobody talks about: if you don’t close in the first appointment, you have about 72 hours before the lead is functionally dead. Not officially. Not on paper. But the homeowner has started rationalizing. The urgency evaporates. The next quote comes in. Life interrupts.

The industry knows this. The software doesn’t.

Most CRMs built for home service businesses treat follow-up like a calendar function. They’ll remind you to call at day 3, day 7, day 14. They apply the same sequence to every lead regardless of what actually happened in the appointment - whether the spouse was in the room, whether the price objection was real or a proxy for something else, whether you left with a soft yes or a polite no.

The Training Problem Nobody Wants to Admit

What home improvement sales training gets wrong - and what the top closers do differently

Most sales training programs for home improvement reps are built around two things: scripts and pressure. Memorize the presentation. Handle the objection. Close early and close often.

The problem is the buyer has changed. They’ve watched a dozen YouTube videos about the product before you showed up. They’ve gotten two other quotes. They’ve read the Reddit thread. They’re not going to be moved by a rep reciting a pitch from muscle memory.