Close deals and price right

Running a sales process and closing

Discovery, demos, qualification, champions, procurement and the last mile to a signature.

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE SDR or BDR Growth and demand gen Product marketer RevOps Sales leader

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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 the best do it 4 resources → 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... How the best do it 4 resources → How do I run win/loss properly, so that losing a deal actually teaches us something? The reason most win/loss is useless is that the rep writes the reason, and the rep writes price. Buyers almost never say price when someone neutral... How the best do it 5 resources → AI is in every sales stack now. What does it actually change about discovery, demos and the deals we run? Two things changed and they pull in opposite directions. On the buyer's side, most of the evaluation now happens before you are in the conversation... How the best do it 4 resources →
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