Running a sales process and closing

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

All Breaking into GTM Doing the work Leading a GTM team How the best do it

All India Global

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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 → 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 ... Leading a GTM team 4 resources → 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... Leading a GTM team 3 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 → 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 → Security reviews keep stalling my deals. What do I actually need, and when should I get it? Start before a prospect asks, because the timeline is the problem, not the cost. A SOC 2 Type 1 is a point in time snapshot you can get in weeks to... Leading a GTM team 4 resources → How do I put a deal desk and discount approvals in place without slowing everything down? A deal desk is a written process long before it is a person. Start by auditing your last fifty deals and drawing the line between standard (list pr... Leading a GTM team 3 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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