Discovery

The most common mistake I see in discovery is mistaking a negative current state for a negative consequence. Today, I'll...

In this post, you'll learn how to discover the true Current State of your prospect and their business - and...

I’ve spent several hours working with our enablement, marketing, and operations teams to create a “First Meeting Deck” to drive...

Sellers are frequently taught to help their buyer "quantify" their problem or pain as a way to increase urgency early...

In my years selling, I’ve tried to accelerate deals in many ways. Nothing I’ve tried has ever worked as well...

Humans love stories. We spend insane amounts of time consuming stories through TV, movies, reading, music, and other channels. Since...

Chances are, I would hate your slide presentations, but it's not your fault. Most presentations suck because you have a...

Let's talk about how to leverage previous users to accelerate multi-threading and win more deals. Smart AEs leverage previous champions...

I was recently asked if I had a framework to introduce the company, run discovery, and demo in a 30...

You are constantly being told to “sell higher” and involve economic buyers/execs in your deals. It’s not an easy request...

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