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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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,... Breaking into GTM 4 resources → 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... Doing the work 4 resources → 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... Doing the work 5 resources → 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 → The buyer said yes, and now it is going to legal and security. What actually happens next? Two parallel reviews start, and neither of them is your buyer. Legal sends redlines on your MSA (usually liability caps, indemnity, data processing... Breaking into GTM 4 resources → Everyone says find a champion. What does that actually mean, and how do I know if I have one? A champion is not the person who likes you. It is the person who will spend their own credibility inside their company to get you bought, which is ... Breaking into GTM 4 resources → They want a pilot before they commit. How do I run one that ends in a contract instead of a shrug? Most pilots fail because nobody wrote down what winning looks like, so at the end everyone says nice things and nothing happens. Fix that at the st... Doing the work 4 resources → Procurement has entered the conversation and wants thirty percent off. How do I negotiate without gutting the deal? Understand what is happening: procurement is usually measured on the savings they extract, so they are going to ask for something no matter how fai... Doing the work 4 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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