The 3 Deal-Killing Red Flags Every Sales Leader Must Watch For When Forecasting
Learn the three critical red flags that signal a deal is in trouble, plus get the exact language to use when you spot them. Based on analyzing thousands of won and lost deals.
3 Cold Calling Tactics That Increased Our Pipeline 142% in 90 Days
Want to improve your cold calling success rate? Here are three proven tactics we used at LaunchDarkly to dramatically increase pipeline generation in just three months.
The Dark Side of Multi-Threading: 3 Critical Mistakes That Can Kill Your Deal
Are you risking your deals by multi-threading incorrectly? Learn the three most dangerous mistakes sales reps make when expanding their reach within accounts – and how to avoid them.
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 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
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.
How to Uncover the Real “Current State” (and its blockers) During Discovery
In this post, you’ll learn how to discover the true Current State of your prospect and their business – and find out their true problems.
Stop Avoiding Risk in Your B2B Sales Deals
I used to avoid risk in my deals at all costs. “If we don’t talk about it, the buyer won’t worry about it.”
I lost deal after deal as my buyers failed to overcome the risk on their own.
I finally learned to run at risk to help my buyers confidently move forward.
One risk your buyer is ALWAYS worried about is, “What if I buy this and it doesn’t work as expected?”