Teardown: Xerox value messaging
Xerox went from competing on price to selling value. Find out how their messaging fits the Value Nugget framework to link product features and…
What is “value”?
Ignore weasel words, and describe your product in a way that cuts through to the heart of someone who cares, by communicating the unique value…
Understanding your prospect’s change environment
Your win rate will depend on how likely prospects are to take action - but their internal atmosphere may hold them back. How do you recognize…
Four ways to highlight the “pain of same”
Your biggest competitor is inaction. How do you light a fire underneath your stakeholders and motivate them to act now?
Overcoming product roadmap sales objections
How to educate sales and success teams on the product roadmap, and use simple tactics to navigate feature objections.
How to always win, even from deals you lost
Three steps to implement a tight and structured win/loss analysis program that generates usable sales, product, marketing, and strategy insights.
The sales deck: a tool for momentum
Four tips to create a strong, insightful, powerful, and effective sales deck.
From failed product launch to $2m ARR
What I learnt about best practices, iteration, and listening to customers as we turned a failed launch into growth momentum.
Craft strong messaging with value nuggets
Find the right hierarchy to communicate your product's features, benefits, and values - and empower sales and marketing to drive results.
Optimize sales execution with STRONGMAN
Maximize the chance of success and deliver useful insights with this useful sales framework.