Startup CEO Advice
Dear CEOs (of Startup and Series X funded),Almost all of the time, the reason you’re missing quota on the sales team is lack of leadership in these roles (CRO, CGO, CBO, VP/Head of Sales). Very rarely is there any other…
Cloud Sales Coach
Elevate Your Startup™ with our Sales, Marketing, and Tech Solutions powered by the PTV Method™
Cloud Sales Coach
Elevate Your Startup™ with our Sales, Marketing, and Tech Solutions powered by the PTV Method™
Your Sales Reps Hate MEDDICC
I asked someone today, (that chose to remain anonymous, and I respect that) what they thought of MEDDICC and they said “I hate it, it’s garbage. It is dumb stuff that no one likes to do. And I feel like…
Why run the sales race if you just overuse discounts?
You’ve seen the olympic runner on social media that was in first place of a marathon and starts boasting at the last second and is over taken by another runner that stayed focused until it was over. That’s got to…
PTV Method – 6 Sales Tips for Sales Engineers
In the PTV Method, your SDR/AE should come to the table with the pain driver. However if you are the brave SE seeking out the PTV Method, maybe they are setting up the product demo without yet knowing what the…
How to Go from $50k to $500k Deals
Here are a few top level ingredients for both $50k and $500k deals: $50k deals: Single threading is common, Can be transactional, Discounts help but PPUPY not critical, Assuming the Sale is helpful. $500k deals: Multi-threading is a must, Relationship…
The Future of Discovery Calls: Introducing the PTV Method™
Introducing the PTV Method™ Introduction: The foundation of sales success hinges on quickly understanding customer needs and their propensity to purchase. However, modern sales methodologies leave sales people conducting messy discovery calls. Often those calls are without techniques or structure to…