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Check out the resources below to see how to build a sales process that proves value and a team that can execute.
Most startup sales conversations drown prospects in a sea of features, leaving them confused. See how to build effective sales messaging that proves value and adapts to the prospect's specific needs.
Sales Messaging:
Proving Value
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Too many deals are lost because of demos that show the prospect how to use the product but not why they should buy it. This article will show you how to give a demo that shows how you solve the prospect's problems while following a clear structure.
Demos: Structure and Impact
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Too many good negotiators fail because they don't adapt their strategy to the context of the negotiation they're in. This article will show you how to diagnose the situation, craft a matching strategy, and close an amazing deal.
Four Modes of Negotiation
See a preview of P.S.I. Selling's methodology in our video series. It covers key topics like sales messaging, discovery, presentations, demos, and proposals.
P.S.I. Methodology Presentations
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!
Preparing for Deal Status Update Calls
When deals die, it's common to blame it on a bad sales pitch. But it's often not the pitch itself; it's that the rep didn't uncover the right needs to pitch to. See how to conduct effective problem discovery so your pitch connects to the prospect's needs.
Discovery: What Did We Learn?
Deals often die after a software demo because sales reps don't know what to do next. See how to grow your deal and make an even stronger case for value with an effective scoping process.
Growing Deals With Effective Scoping
There's nothing more painful than missing your quarterly goal because of an unexpected delay in getting a deal closed. We'll show you how to avoid surprises, stay organized, and motivate your buyer to stay on track.
Organizing the Deal Closing Process
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.
Shortening Sales Cycles
Complex products can't be sold in a single call; there's simply too much to cover. Great overview presentations open the sales process by building the prospect's interest and determining what future calls should focus on and who should participate.
Overview Presentations: Setting the Agenda
Most sales reps give prospects a proposal that shares a price and hope for the best. Great sales reps craft proposals that prove the product's value and organize the purchase process. See how to make that happen.
Effective Proposals: Advocate and Organize
Decisions on the biggest deals happen when you're not in the room. Rookie reps cross their fingers and hope. Top reps influence the decision process with effective sales writing that shapes the prospect's internal conversations and drives the decision.
Persuasive Sales Writing
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.
Required Sales Reading
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.
Revenue Strategy and Planning
Don't plan by tossing numbers in a spreadsheet and hoping for the best. This article will show you how to identify the most promising growth initiatives for your business so you know where to focus.
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!
Check out P.S.I. Selling's full list of short posts and articles. Enjoy!
The P.S.I. Selling Blog
I had the pleasure of chatting with Lee Levitt about the importance of discovering customer problems and connecting to them throughout the sales process
Thoughts on Selling Podcast
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