Written by a practitioner
Field notes from enterprise B2B sales.
What actually happens in deals.
What I'd do differently.
Tools to help you get better.
Written for B2B tech sales reps who want to get better at the craft.
Methodology
Do you really have a champion?
Most AEs think they have a champion. Few actually do. Here's how to tell the difference before it costs you the deal.
Deal Reviews
You did everything right and still lost the deal
Sixteen meetings. A strong champion. Executive alignment. And then nothing. A look at what was actually going on.
Methodology
If the budget-holder doesn't care, you don't have a deal
Your contact loves the product. But until the person holding the budget feels the pain, nothing moves. Here's how to fix that.
Deal Reviews
Qualify to disqualify
I spent twelve months on a deal that was never going to close. The lesson: your job in early qualification is to find reasons to stop.