Teaching the method to a new seller
How to teach Inversion Selling to a new seller in their first weeks. Start with research, coach the guess, and let real buyer corrections do the teaching.
3 min read
Blog
Method
Posts on method for services firms selling $50K to $500K engagements.
Inversion Selling in renewals and expansion
Renewals go stale when sellers assume they know the client. How to use research and a Hypothesis Opening to renew and expand existing work.
3 min readThe opener that gets corrected wins
The best cold opener isn't the one that's right. It's the one that's easy to correct. Here's why a wrong guess gets senior buyers talking.
3 min readInversion Selling for account managers
Account managers can use Inversion Selling to find expansion work inside existing clients. How research and hypotheses work with a logo.
3 min readHow to use a case study after the reply
A case study works once the buyer has named their problem. How to pick the right one after a reply, cut it to fit and send it so it moves.
3 min readProof points that land in a first conversation
A proof point lands in a first meeting when it matches the problem the buyer just described. Here's how to pick one, say it short and stop talking.
3 min readWords that make you sound like a vendor
The words and phrases that make a services firm sound like one more vendor to a senior buyer, and what to write instead so you sound like a peer.
3 min readWriting in your firm's voice, not a template's
Why outreach templates make every services firm sound the same, and how to write openers that sound like your firm and the people in it.
3 min readCalls or messages for senior buyers
When to call a senior buyer and when to write, why the written message usually goes first, and how a call fits once the hypothesis has landed.
3 min readPut the first meeting agenda in the reply
Why the reply that confirms a first meeting should carry a three-line agenda built on the buyer's own words, and how that one change raises show rates.
3 min readThe meeting ask that doesn't feel like one
Why a cold note should end with a question about the buyer's problem instead of a meeting request, and how that question earns the meeting anyway.
3 min readWhat to do when they say you're wrong
When a buyer says your hypothesis is wrong, the next note decides everything. How to take the correction, ask the right question and earn the meeting.
3 min readTurning a correction into a meeting
When a senior buyer corrects your hypothesis, you're one reply away from a meeting. How to answer a correction so it turns into a real conversation.
3 min readWhy compliments in openers backfire
A compliment in the first line of a cold note signals that a pitch is coming. Why senior buyers tune it out, and what to open with instead.
3 min readPersonalization that isn't flattery
Real personalization is about the buyer's problem, not the buyer. How to tell the difference and write an opener that's specific without flattering.
3 min readOwning every send. Why a human approves
Why every outbound note to a senior buyer needs a person to read and approve it before it goes, and what that person should check before hitting send.
3 min readResearch that takes ten minutes, not two hours
How to run account research in ten minutes without cutting corners, by capping each source at three facts and stopping the moment the hypothesis is clear.
3 min readBuilding the market panel of a 3x3
How to build the market panel of a 3x3, using competitors, peers and the voices a buyer follows to find pressure the company itself won't name.
3 min read