Founders Ramp
How you sell when you own every deal.
The calendar fills. The number does not. We start with how you lead and how you attach to a real problem. Thirty minutes. Then we know if there is work.
References
There were many times in sales meetings he would come up with a new creative way to attack an issue. This then became part of our sales playbook.
Chief Customer and Revenue Officer
I would not hesitate to have him in a foxhole with me anytime.
SVP, Global Enterprise Sales
Very focused on truly understanding the client's environment and making sure the solution is a good fit, rather than the cookie-cutter get-the-contract-signed approach.
Principal Consultant
An outstanding leader of people, dedicated not only to driving the results of the business, but to the constant growth and development of the people around him.
Director of Sales Training
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 runWritings
From the field.
The practice