AE Frameworks

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...

I used to avoid risk in my deals at all costs. "If we don't talk about it, the buyer won't...

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...

There are four main causes for deals stalling in sales. Hypothetical solutions can get you far in the sales...

Promising deals stalling late in the process is one of the most frustrating outcomes for a seller. You can have a...