Don’t be a “conveyor belt” team
How to use strategy, goals, validation, and communication to avoid significant failures, and continually get better.
What’s your competitive differentiator?
Don't just wing it: discover why you matter to your customer and understand how your value aligns with the human need for self-actualization.
Buyer personas are discovered, not created
Learnings from a failed product launch, what a buyer persona should achieve and contain, and a simple process to craft personas that actually exist.
Good go-to-market should discriminate
Everything – from your website to your sales experience to your roadmap – should qualify ideal prospects in, and disqualify bad-fit customers…
Your biggest competitor is not who you think it is
You probably have a good idea on how to win against your top competitor. But what alternative solutions are you competing against at the top…
Using sales decks as a conversation tool
Sales decks are often just static presentations, but are most valuable when they encourage an open dialogue. See how we built a deck to…
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?
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.
Overcoming sales objections
Five tactics to tackle common objections and turn a 'no' into progress.