Close deals and price right
Running a sales process and closing
Discovery, demos, qualification, champions, procurement and the last mile to a signature.
I have a call booked with a real prospect tomorrow. What do I do on it?
Ask questions and shut up. Gong's analysis of more than half a million calls found the sweet spot is somewhere around eleven to fourteen questions,...
Founder-led sales sounds terrifying. Why can I not just hire a salesperson?
Because you have nothing to hand them yet. A salesperson needs a buyer profile, a set of common objections, a working pitch, a rough price and a de...
How do I know if a deal is real or if I am being strung along?
Write down what you know against a qualification frame and the gaps become obvious. MEDDPICC is the common one: metrics they care about, the econom...
My demos go well and then the deal stalls. How do I stop that?
A demo that goes well and dies usually means you pitched your product instead of positioning it against what the buyer would otherwise do. April Du...
How do I turn random wins into a sales process someone else can run?
Write it down, then make it boring. Take your last ten closed deals and map what actually happened at each stage, then turn that into templates: a ...
When do I hire a VP of Sales, and what happens to me after I do?
Most founders are ready around one to two million dollars of ARR, once a couple of reps are already selling successfully and you have a process wor...
What separates the top ten percent of AEs from everyone else?
Discovery discipline, mostly. Top performers spread questions evenly across the whole cycle rather than front-loading a checklist on call one, and ...
How do the best teams sell into large Indian and global enterprises where procurement runs the show?
They treat procurement as a stage with its own owner, timeline and artefacts, not as an annoyance at the end. A CIO's process typically runs experi...
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