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Closing & Deal Strategy
Leadership & Coaching
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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
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...
April 28, 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
Balancing showing too much vs too little in demos
One of the most challenging balances in sales: showing too little of your solution vs. showing too much. If you simply...
March 24, 2023
Capture (and keep) you buyer’s attention in software demos
This week we are breaking down how to capture (and keep) your buyer’s attention by bucketing your demo into three...
January 28, 2023
Defending Unique Product Differentiators
Effectively using unique differentiators can be the difference between winning and losing a deal. Unfortunately, most AEs use them wrong. Here’s...
January 6, 2023
How to bring up pricing + overcome sticker shock in sales
I’m frequently asked if you should bring up pricing early in a deal. I think you should almost always bring it...
October 22, 2022
Trap Setting in Discovery Calls
Let's talk about trap-setting. Effective trap-setting increases your win rate by disqualifying your competition. This is done by influencing your buyer’s...
August 10, 2022
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