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Closing & Deal Strategy
Leadership & Coaching
Territory Planning & Prospecting
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
How to Engage Executives in B2B Tech Sales
You are constantly being told to “sell higher” and involve economic buyers/execs in your deals. It’s not an easy request for...
February 11, 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
Why Meeting Solution Requirements is a Bad Sign
This week we are looking at why simply meeting your customer's requirements usually leads to losing. The situation: Sellers become excited when...
October 14, 2022
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