No pain = no sale.
Running problem-centric sales discovery is all about asking great questions to uncover pain. Here's how:
April 26, 2023
Stop BANTing! Learn why the outdated sales framework of Budget, Authority, Need, and Timeline is no longer effective and what to do instead.
February 28, 2023
Every sales process worth its salt will involve multiple stakeholders. Learn how to build a stakeholder map that helps you understand every buyer's motivation & influence within their organization.
February 22, 2023
In sales conversations, you have a finite amount of time to capture a prospect’s interest & earn a next step. Don’t waste time on generalities. Here are better sales conversation starters that build rapport.
January 31, 2023
Sales conversations are an artful balance between talking & listening. There’s no exact science to talk-listen ratios in sales conversations. But there are guidelines. We break them down here.