Discovery

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 as...

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

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

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

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 for...

Effectively using unique differentiators can be the difference between winning and losing a deal. Unfortunately, most AEs use them wrong. Here’s...

I’m frequently asked if you should bring up pricing early in a deal. I think you should almost always bring it...

This week we are looking at why simply meeting your customer's requirements usually leads to losing.  The situation: Sellers become excited when...