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P.S.I. Selling Content
This is your one stop shop for the insights you need to power your sales team!
Build a Sales Process
That Proves Value
Discovery: What did We Learn?
Your team is probably falling into the discovery doom loop of not gathering useful information from prospects. Break the loop! Get the information you need to sell effectively and use it to shape your sales conversations.
Demos: Structure and Impact
Too many teams lose winnable deals by giving demos that spew features instead of proving value. Here's how to run a software demo that advances the sales process.
Four Modes of Negotiation
Looking for a magic bullet to become a great negotiator? Good luck! Great negotiators adapt to context and choose the right mode of negotiation for the situation. This article will show you how.
Required Sales Reading
Want to master some of the best sales ideas out there and some of the business concepts that SaaS salespeople need to know? Check out these book digests that will get you up to speed on the key points in just a few minutes.
Shortening Sales Cycles
We all want shorter sales cycles, but just pressuring the sales team won't make it happen. Here's how to get the whole company aligned on this critical mission.
Persuasive Sales Writing
Great salespeople can influence prospects even when they're not in the room. They do that with persuasive sales writing. This article will show you how to persuade decision makers to act and move processes forward.
Call Prep: What if They Say Yes? What if They Say No?
Getting ready for an update call where the prospect is going to let you know where things stand with the deal? Be prepared for whatever happens!
The Affirm - Ask - Benefit Framework
Keep deals moving by clearly articulating the next step you want and why it helps your prospective customer. This framework will show you how.
Selling to Business Needs
Let's equip our sales teams to understand business needs and sell to them instead of just dumping features. This series shows reps how to use major business frameworks in real sales situations to prove value.
Build a Team That Executes
The Hidden-Gem Hiring Process
Lots of companies hire bad sales reps because they fool themselves: They chase after reps that look great but can't deliver. Get the great reps that other companies miss by following the hidden-gem hiring process.
Action-Focused Onboarding
The standard startup sales onboarding plan can be described in three words: sink or swim. You can do better. Build onboarding exercises that give your reps practice solving the challenges they'll face in the field.
Guerrilla Sales Enablement
Bad enablement causes good employees to fail, creating continuous staff churn that burns revenue and commercial opportunities. You can enable your team even with limited resources; this article will show you how!
Leadership: Great QBRs
Great QBRs can get your team focused on the right actions and spot lurking issues that are destroying your team's performance. Here's how to make them happen.
Podcast: Thoughts on Selling
Lee Levitt and I had an amazing conversation that covered tips for setting new sales leaders up to succeed, managing client relationships, and empowering sales reps to be their best.
Annual Revenue Planning
Don't plan by tossing numbers in a spreadsheet and hoping for the best. Instead, think through your revenue buckets and plan to maximize each. This series will show you how!
Additional Content
Setting Your VP of Sales Up
to Succeed
Most early-stage startups set their VP of Sales up to fail. That wastes time and money... and can kill your company. Check out this series to see how to help them succeed!
The P.S.I. Selling Blog
P.S.I. Selling's full list of short posts and full articles. Enjoy!
Building Your Startup Sales Process
Build a startup sales process the P.S.I. way. This video series shows you how to define value Themes and use those Themes to build your major sales conversations. The result is a sales process that proves value.
Sales Stores
Arm your yourself with the skills you need to communicate value, plan strategies, and lead a team. This series of articles covers the major sales conversations, skills, and processes that drive success. It features actionable lessons and real-life sales stories.
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