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 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.
Story-telling Framework to Use in Sales
Humans love stories. We spend insane amounts of time consuming stories through TV, movies, reading, music, and other channels.
Since we’re wired to consume information through stories, why do we often sell with rigid data and boring facts?
The most helpful sales books teach sales fundamentals through stories (e.g., The Qualified Sales Leader).
I’ve found that my best-performing content is when I teach through a story.
Unsurprisingly, the best sellers have learned to sell through storytelling.
The “8 Slide Rule” in Sales Presentations
Chances are, I would hate your slide presentations, but it’s not your fault.
Most presentations suck because you have a massive slide portfolio to pull from focused on custom fonts/branding rather than what your customers want to discuss.
This week, I’m going to help you cut your presentations down to no more than eight slides that won’t bore your buyers.
Here are my rules for slide inclusion and elimination:
Deal Stalling Late: Unsure How It Fits in Their Environment
There are four main causes for deals stalling in sales. Hypothetical solutions can get you far in the sales process.
This week we’ll examine the risk that it’s unclear how your solution would work in your buyer’s environment.
Discovery + Demo in 30 Minutes
I was recently asked if I had a framework to introduce the company, run discovery, and demo in a 30 min call.
I love this question because sometimes our buyers need us to be able to help them evaluate fast. We don’t have time for a drawn out discovery process followed by an hour long demo just for the buyer to understand our offering.
Here’s the framework I provided: