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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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 → 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 → 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 → 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 → 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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