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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...
August 30, 2024
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...
August 26, 2024
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...
August 20, 2024
How to Start Meaningful Discovery in Less than Five Minutes
I’ve spent several hours working with our enablement, marketing, and operations teams to create a “First Meeting Deck” to drive...
August 12, 2024
Identifying Urgency in B2B Sales Deals
Sellers are frequently taught to help their buyer "quantify" their problem or pain as a way to increase urgency early...
June 17, 2023
Three Steps to Build A Champion in Your B2B Sales Deals
In my years selling, I’ve tried to accelerate deals in many ways. Nothing I’ve tried has ever worked as well as...
June 10, 2023
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...
May 27, 2023
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...
May 18, 2023
3 Steps to Double Your Win Rate
Let's talk about how to leverage previous users to accelerate multi-threading and win more deals. Smart AEs leverage previous champions and...
April 8, 2023
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...
March 31, 2023
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