Sales Process

I used to think a solid sales process was enough to win. Turns out…process alone doesn’t get a buying group to decide. The sales process IS building the business case: - Why 🤔 Align the group around the problem. - How 🛠 Build the case in public, step by step. - Who 🎯 Equip your champion to carry it into the room. When you nail these three, proposals stop being reveals and start being confirmations.

On average, 5+ stakeholders are involved in every B2B buying decision — each with different priorities, pressures, and definitions of success. That’s why I use the 4 P’s Framework with clients: Priorities, Performance Measures, Problems, Desired Positive Outcomes. When you put yourself in their shoes, you stop pushing your agenda and start advancing theirs.

You know when you pick up a book and instantly think: “Yep—this is exactly what I need right now”? That was me within the first 27 pages of "Selling With" by Nate Nasralla. It’s 💡 smart, ✏️ simple, and most importantly—✅ effective. I immediately made meaningful adjustments to how I practice sales and how I teach sales with my clients.

In September 2020, the world was full of uncertainty and chaos (sound familiar?). A friend & former client recommended The Win Without Pitching Manifesto by Blair Enns. 📓 While everything around me felt noisy and unclear, Blair’s words cut through. His clarity, conviction, and directness helped me refocus—on what matters, on where I’m best, and on how to lead with expertise. 💡

If your organization doesn’t identify which stakeholders need to be involved at each stage, salespeople will leave key decision makers out.

Without the right 🎯 strategy, ⚙️ process and 🏗️ structure, even the best Challengers can struggle.

Many leaders make the mistake of blaming their salespeople for poor performance when the real issue is a lack of a repeatable process.

I wrote this book for founders, sales leaders, and ambitious professionals who want to build an effective outbound sales strategy.

A consistent sales process alone is not enough. Often it's just a high-level roadmap without the clarity needed to perform.

Does the Outcome of your Sales Opportunity Depend on Who Handles the Prospect?

A well-defined, repeatable process isn’t just a nice-to-have—it’s the key to predictable growth. 🔑

The Sales Process Matrix offers a clear framework for evaluating where your sales organization stands.

In today’s competitive landscape, it’s unrealistic to assume that any sales opportunity is free from intense competition

Are you selling to symptoms 🩹 or getting to the root 🫚 of your prospect's problem?

Sales, much like dating, thrives on momentum. Once you lose it, you risk being ghosted. 👻

🔑 The key is to take control of the meeting and lead with a BIG-to-small approach.

Out of nowhere:"We love your solution, but something unexpected came up. 🌪️ Let’s reconnect next month." 🎢

A simple yet powerful question to gauge urgency: Is it THE priority, A priority, or a FUTURE priority? 🥇 🥈 🥉

To ensure sustained and long-term growth, it's essential not just to win these valuable clients but to retain and expand these relationships

The Mindset for Cold Outreach