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.
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 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.
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 meaningful, value-based conversations early in the sales process. In this post, I’ll walk you through the outcomes (and example questions) that may help you improve your ability to quickly engage in deep discovery.
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?”
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 in the deal cycle.
A few problems with this:
1) It’s nearly impossible to increase urgency
Try as we might, we aren’t changing our buyer’s priorities. Instead, we should map to them.
2) “How much is this problem costing you” sounds incredibly salesy
Your buyer knows you just want this number to convince them your solution is cheap in comparison to their pain.
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 having a true champion sprinting through walls to get the deal done.
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.