Video · 30 min

12 Years of Enterprise Sales Learnings In 29 Minutes

Jen Allen-Knuth · 30 Minutes to President’s Club Free Intermediate

12 Years of Enterprise Sales Learnings In 29 Minutes

Jen Allen-Knuth spent 18 years selling into large enterprises and her test for whether a deal is real is the cost of inaction: if the buyer cannot say what standing still costs them, nobody is signing. She also shows how to get to the executive who decides, which is the fastest way to find out whether your champion can actually move.

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The question it answers

  1. How do I know if a deal is real or if I am being strung along?

Read with it

  1. Gives you numbers to aim at on your next call instead of vague advice: roughly 11 to 14 questions, spread through the call... Gong Labs Article · short read Effective strategies for successful sales discovery calls Chris Orlob
  2. The reference explanation of all eight letters from the people who own the methodology, free to read. Use it as a deal... MEDDICC Article · long read MEDDIC / MEDDPICC Sales Methodology and Process MEDDICC
  3. Built from a masterclass with Mohit Garg, former CRO at MindTickle, and written for cross-border companies selling from India,... SeedToScale by Accel Article · long read SaaS Playbook: Sales Rachit Parekh
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