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Four Modes of Negotiation
Looking for a magic bullet to become a great negotiator? Good luck! The most challenging thing about negotiating is that it depends on...
11 min read
The Hidden-Gem Hiring Process
The other day, I was talking with an old friend about the challenges he was having hiring the right salespeople for his team. He said:...
15 min read
Demos: Principles for Structure and Impact
Years ago, I worked with a sales rep who said he was reluctant to do software demos. I asked him why. After all, a good sales-oriented...
9 min read
Top Business Blog Posts
We tell our sales reps to "level up" their conversations so they can persuade executives to make a purchase. But what do we train them...
9 min read
P.S.I. Selling Presentation Summaries
This article contains summaries of the videos on the P.S.I. Selling Presentations Page . Together, they provide an overview of the the...
47 min read
Persuasive Sales Writing
Being a good talker isn’t enough to win complex deals. Prospects usually make their decision during an internal conversation when you’re...
17 min read
The Storytelling Approach to Sales: What Great Salespeople Do (Book Digest)
"What Great Salespeople Do" argues that sales is fundamentally emotional rather than logical. Traditional approaches that rely on ROI...
3 min read
High Output Management: Engineering Principles for Effective Leadership (Book Digest)
Andy Grove's "High Output Management" applies engineering principles to management, creating a framework that helps leaders prioritize...
4 min read
The Sales Acceleration Formula: A Process-Driven Approach to Sales Success (Book Digest)
Mark Roberge's "The Sales Acceleration Formula" offers a comprehensive framework for developing and scaling effective sales teams....
4 min read
Getting to Yes: A Guide to Principled Negotiation (Book Digest)
Negotiation doesn't have to be a positional battle of wills where both sides start with extreme positions and gradually make minimal...
5 min read
Required Reading for Salespeople
Want to master some of the best sales ideas out there and some of the business concepts that SaaS salespeople need to know? These digests...
2 min read
The Innovator's Solution: Creating and Sustaining Successful Growth (Book Digest)
In "The Innovator's Solution," Clayton Christensen and Michael Raynor provide a framework for creating sustainable growth through...
5 min read
SPIN Selling: The Art of Effective Questioning in Major Sales (Book Digest)
In "SPIN Selling," Neil Rackham challenges conventional sales wisdom by arguing that the most important determinant of success in major...
3 min read
Good Strategy/Bad Strategy: The Key to Effective Business Decision-Making (Book Digest)
In "Good Strategy/Bad Strategy," Richard Rumelt presents a clear framework for understanding effective business strategy. Good strategy...
4 min read
The Challenger Sale: Teaching, Tailoring, and Taking Control (Book Digest)
"The Challenger Sale" presents a revolutionary approach to selling complex solutions in today's competitive marketplace. Moving beyond...
4 min read
Strategic Selling: The Art of Complex Sales (Book Digest)
Miller and Heiman's "The New Strategic Selling" provides a systematic approach to selling to large organizations. The book argues that...
4 min read
Shortening Sales Cycles with a Deal Guide
What's a really practical way to shorten sales cycles? No, don't put a gun to your sales team's head. Instead, give them a deal guide!...
2 min read
Don't Hire Fool's Gold!
The easiest way for a startup to SABOTAGE its revenue plan is by hiring fool's gold reps. These are reps who look good but aren't. Here...
2 min read
Stop Teaching the "How to" Demo
One way startups light money on fire is to hire new sales reps but not set them up to succeed. One key point of failure: Training new...
2 min read
Stop the Storytelling Madness
What if we stopped advising sales reps to "tell a story" with their demos and instead told them to get organized? 1. Here's what you...
2 min read
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