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. 💡