The Lost Book of Sales

JANUARY 12, 2024

There’s a common critical stage in many sales processes that demands your attention and it's about addressing your customer's concerns lingering under the surface. This is something for you to consider before stepping into negotiating and finalizing your complex deal. Clarify and understand these issues.

Negotiate 111

Negotiate Objectives and Key Results Price Clients 111

Hubspot

OCTOBER 23, 2017

If your company has buyer personas, reference them when qualifying a prospect. Does the buyer match the demographics of a given persona? Does the account fit your company’s buyer persona? Let’s say you’ve determined that your prospect’s company is a good match for your solution and fits your ideal buyer persona.

Sales 101

Sales X-functional Contact Prospecting 101

The Lost Book of Sales

JULY 12, 2021

While I agree with some of them, what happened in my case was that it captured and brought together so many scattered intuitions and disparate observations, aligning them nicely into a coherent set of frameworks that can be used for effective decision making and execution. Here are some previous issues of the newsletter. A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52