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Selling prospects on channel partnerships in the dynamically changing tech climate
Today’s tech climate is shifting so quickly, it seems to me that it may be difficult to forge longer-term partnerships with organizations we collaborate with. The potential that solutions will pop up and displace incumbents within their market arena is higher than before development with AI was as prevalent as it is today.…
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Successes to kick-off 2026
Ending M1 of 2026, most reps should have a solid idea of what aspects of their 2026 GTM have been successful so far, what needed tweaking, and what got thrown out altogether. I know by the end of my M1, I’ve usually rewritten a few emails 2-3 times to try to fit the needs of personas better, tweaked my pitch to keep it…
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Creating a sales cadence as a new rep in an established terriroty
Hello Everyone, I'm 5 months into my second career. I'm a retired detective now solving public safety training solutions in my 7 state territory. I'm trying to create a daily prospecting cadence with the help of A.I. My company has not purchased any "lists" of public safety departments but I also know there are no "hidden"…
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Account Planning Template
Dear All, Can anyone help me with an Account Planning Template for targeting a certain set of customers to achieve the quota? Thanks in advance.
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Assistance Required.
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Confirming that solutions are being received well?
With a focus on validating that you have proven that your solutions have solved a customer's current pains, do you get verbal confirmation from the buyer that you have solved them? Most reps I’ve seen don’t do this and I’m looking for examples or advice on how you approach that. I have a big focus this year for my team on…
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Best Practices for Disqualifying Deals?
Does anyone have any best practices around disqualifying deals? I'm guilty of holding onto deals to long. I'm trying to get better, but sometimes it's difficult when things are tight.
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Critical decision criteria
Today I have a question for everyone here. Our solutions require changes to the procurement process at the target customers. However, as the current procurement processes of large customers are often not so easy to adapt, one of the purchasing department's decision criteria is very often that the purchasing process must…
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How do you respond to a question like this?
I’ve been working with a prospect and have conducted both a discovery call and a demo. We had some excellent discovery during our initial call and even more during the demo. The customer then requested pricing for budgetary purposes, which I provided (though I’m unsure if that was the right move). I received the dreaded…
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Best AI tools that sellers are using?
I am a bit of a laggard when it comes to AI tools and solutions as a seller as I am still doing a lot of things the "old school" way and not using automation or AI. I am realizing that I need to atleast understand what is out there and potentially selectively leverage some things if they can help with optimization. Curious…
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Mutual Action Plans - best practices
Hey all- Been a fan of Mutual Action Plans (MAPs) for years and use them in all applicable deals. Curious what best practices others are seeing using them in today's environment and would also love to hear any success stories or pointers you have? Generally for me they work best when: I clearly set the expectation and…
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Has ChatGPT removed a vital tool from DM toolboxes
It seems like more and more newer salespeople are trying to use ChatGPT for writing emails I haven’t seen great results. I think it’s because with these early adopter salespeople all their emails are in the same robotic voice or tone, and if you’re good can you can tweak it and make it work, but I haven’t too many that…
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Pricing vs Value vs Product Capabilities
Hi Guys! I have a long standing customer that uses all of my companies products/capabilities except for Cyber Security. When I took the account over last year, I spoke with the CISO who gave me the 2 main reasons why we havent been considered as a security partner. The 1st being cost, the 2nd being that at the time of…
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100+ Interviews
What should I do?! Anyone who has gotten a job as a BDR/SDR or an AE, what helped you get that job? I've been through 100+ interviews and gotten to 3rd and 4th rounds and then gotten knocked out and have no idea what I am doing wrong.
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How are you assessing fit when taking opportunities
I am currently seeking a new role. I have consistently been a top producer at whatever sales function is asked of me. I’ve had a lot of great training but still try to humble myself and learn at each opportunity. If I know something will work when what we are doing hasn’t , I start using my training and it causes friction…
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Monday Motivation from Kap
The more you TELL me I have a problem, the more I will resist you. But the more you ASK me great discovery questions that make me stand in my moment of pain, the more I will convince myself that I have a problem that needs to be fixed. Make people participate in their own rescue. Remember people rarely argue with their own…
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Segmenting TAM for New Year
I have learned many different ways to segment TAM based on industry, target size, potential for maximization of solution adoption, and more. I’ve always found that, any way you must do it for your specific role, it’s important to make sure all accounts receive some attention (you never where there is gold hiding or whose…
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Pipeline Generation
Hey! What are you guys finding is working best for pipe gen at the moment. I always prefer phone, but for some prospects I dont have details so relying on email/LinkedIn. Just keen to hear how you guys are going about things in terms of sequences, touch points, general messagings thats landing etc. Thanks!
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Best Subject Lines of 2023 before it's too late
As the year ends, everyone is closing down pipeline and trying to ensure that Q1 next year isn't a completely clean slate of depleted pipeline. This is likely the most important time of year to get good open and response rates on emails. I know statistically, in 2022, one of the most opened subject lines was "Quick…
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Relationship Building
A lead I've been chasing for a number of months (and who has been ghosting me) responded to my latest outreach which is an invitation to stop by our booth at a tradeshow. Interestingly enough, he responded to this outreach right away but ghosted me for two months about scheduling demos. Any thoughts about why he would do…
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Clutch time plan of attack
I’m big on systems in general. They’re replicable, lessen my anxiety because there are concrete steps, and they allow me to be more “action oriented” than “result oriented” because I know if I am consistently performing the correct actions, I will achieve the desired results consistently. It’s like pulling out the family…
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When is it time to call out poor customer behaviour?
Hey - I'm becoming frustrated with a deal that I am working on, and would love to hear some of this forum's thoughts (going to try and keep this super short as theres a lot to unpack) Working on a deal with an existing customer. They have purchased from us before at a similar $ value. Deal is for software that replaces…
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What is the best answer to the objection " we can't afford this right now"?
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In a 6-month sales cycle, where do you feel like you need to be to close by EOY
In a 6-month sales cycle, how far into the sales process do you feel you need to be currently for the opportunity to close by EOY?
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Lead Qualification Help
Lead qualification is a critical step in the sales process. What, in your experience, are the key criteria and strategies for effectively qualifying leads? How do you ensure that you're focusing your sales efforts on prospects who are most likely to convert into customers? Share your insights and best practices for lead…
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Accessing the Economic Buyer when they know they need the problem solved but want no involvement
I’ve been working deals where economic buyers are not at all technically inclined, and as such, run from a lot of tech conversations. I’m talking to them about the correct high level initiatives, hitting the right personas with the right messaging, but the corporate structure within them space I sell in has been…
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How much does functionality and pricing control matter?
if you or your top salesperson could customize your product to meet any client request and they have full authority over pricing, what would you expect their close rate to be with customers that use a similar product?
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Top MEDDICC Questions I Am Asked
Awesome MEDDICC webinar on 10/20! I get a ton of messages in my inbox around MEDDICC so I wanted to share the biggest questions I get asked and my answers as a follow-up. Where do I start with MEDDICC? While MEDDICC is the acronym, that doesn’t mean that it needs to be addressed in that order in a cycle. As you begin a…
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How do I find the pain points and needs of a target customer?
Knowing customer's challenges with a product or service can usually help redirect them toward positives. Any suggestions on handling these steps?
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What is your favorite sales qualification methodology and why? e.g. MEDDIC, BANT, NOTE
And why?