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Closing & Deal Strategy
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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...
June 24, 2023
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
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
Deal Stalling: Not tied to exec priority
Promising deals stalling late in the process is one of the most frustrating outcomes for a seller. You can have a...
April 14, 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
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
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