The Secret Weapon in Sales: How to Win When Products Are Equal
Software is being built faster than ever, which means it’s more difficult for companies to differentiate with their product. Any feature differentiators you offer (that matter) will be quickly built by your competition. When products are equal, how you sell needs to become the differentiator. And small tweaks in how you present features will make a big […]
Why Top-Performing AEs Focus on Fewer Problems in Discovery Calls
Want to boost your discovery call conversion rates? Learn why discussing fewer problems – not more – is the key to success, backed by analysis of hundreds of sales conversations.
How Top Sales Reps Get 61% Win Rates: The Early Stakeholder Engagement Playbook
Want to dramatically increase your win rates? Learn the exact stakeholder engagement strategy that helped one sales rep achieve an 89% discovery-to-opportunity conversion rate and 61% close rate.
How to Evaluate SaaS Companies in the AI Era: A Guide for Sales Professionals
In today’s AI-driven landscape, choosing the right SaaS company to work for can make or break your sales career. Learn the key metrics and evaluation methods to identify winning organizations.
How to Handle “Let Me Talk Internally and Get Back To You”
A pragmatic guide for sales professionals who hate playing the follow-up game
How to Handle the “I Want to Try It Myself” Objection in PLG Sales
A practical guide for handling trial requests in product-led growth companies
Why You Should Give Prospects a Demo When They Ask (Even If It’s “Too Early”)
Are your prospects asking to skip discovery and jump straight to demos? Here’s why you should say yes – and how to still get the discovery information you need.
The Modern Way to Handle “Just Tell Me the Price” – A Guide for Enterprise Sales
Have you noticed buyers becoming more resistant to drawn-out sales processes? You’re not alone. Today’s buyers are more skeptical, have tighter budgets, and show less patience for traditional multi-step evaluations. Here’s how to adapt your approach to this new reality.
The Ultimate Pipeline Generation Plan Template to Double Your Sales Pipeline
Pipeline Generation Plans (PG Plans) are the foundation of effective territory management – when done right. But most reps either build them wrong or skip them entirely. After reviewing thousands of PG plans, I’ve developed a framework that consistently drives results.
How to Define Your Ideal Account Fit: A Strategic Guide for AE Territory Planning
95% of AEs make this common mistake in territory planning. Learn how to identify your ideal account fit and build a more effective territory strategy that matches your unique strengths.