Approach
How you sell when you own every deal.
The product will not sell itself, and a hired AE will freeze whatever you have, or do not. First: who you are as a leader. Then how you attach to the real problem. Then how you tell a live deal from a story. Thirty minutes. Then we know if there is work.
The OS
How you sell when you own every deal.
Self | Team
Process without character produces theater. Lead yourself. Then lead the team.
Self | TeamProblem-first discovery
Attach to a real problem, by persona, then value. Not a tour of the product.
How you attachWhat you hear on the first call
Write the objections down before you dial. Stay curious. Never trash the other option.
Objections and differenceSCALE
Five things that have to be true. If you assumed one of them, the deal has a hole.
What has to be trueInspect a live deal
Inspect work. Coach behavior. Goals on one page. Praise and correct soon, specifically.
Inspect the workBooks that are fundamental
The books we run. Whose they are. Why they matter when you own every deal.
The books we runThirty minutes. Then we know if there is work.
Bring the deals that went quiet. We will talk about whether they were ever real.