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.
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.
Turn Cold Call “Failures” Into Gold: The Secret to Landing Executive Meetings
Have you noticed that most reps measure cold calls by meetings booked? After reviewing thousands of cold calls, I’ve discovered they’re missing the real opportunity – what I call “gold nuggets.” These are pieces of insider intelligence that can transform a “failed” cold call into your best path to executive conversations.
The Most Common (and costly) Discovery Mistake
The most common mistake I see in discovery is mistaking a negative current state for a negative consequence. Today, I’ll share how to avoid it.
How to Find the Goal After State in Discovery
If your Buyers imagine a basic solution is the best fit, you’ll end up competing on price with your most basic competitors. Today, I’ll show you how to expand their imagination.