P.S.I. Selling

It’s always nice when a member of your sales team reminds you to use one of your own frameworks!  During a 1:1 with a top-performer on my...

It was the start of a critical negotiation. The other side responded to our proposal with a counteroffer that was insanely low. I could...

One mistake you can’t unmake is being too late to start your annual planning cycle. This series will show you how to identify your major...

We’re sucker-punching our AEs: We tell them that they need to know how to sell to business needs but we don’t give them any tools to...

Most early-stage startups are setting their VPs of Sales up to fail by putting them in a hole before they even start. That burns time and...

I was feeling anxious. It was right before a call with a prospect. They were going to update us on their decision and my manager was joining the call. I knew I should prepare but I didn't know exactly what to do. Luckily, my manager, the illustrious Paul Cebulak, knew exactly what advice to give me. He told me to ask myself three questions: 1. What if they say yes? 2. What if they say no? 3. What if they say maybe? This is a killer way to prep if you have limited time. Let’s

Years ago, I accidentally came up with a great line for negotiating: “I’m just brainstorming.” It’s perfect for situations where you want...

Everyone wants shorter sales cycles but the ways that early-stage SaaS companies try to shorten them often miss the mark. In this...

If you're not doing good quarterly business reviews (QBRs) you're asking for trouble! A few years back, a QBR saved my bacon. We had an...

There’s a major avoidable source of conflict on sales teams. Reps feel like they don’t have the resources they need to sell. Leadership...

I was talking with a founder the other day and he asked me: “What’s your number 1 piece of sales advice?” I didn’t hesitate: “Start with...

Most sales advice on LinkedIn isn’t wrong, it’s just focused on one kind of selling: transactional selling. You need to decide if you’re...