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
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A culture of research
How a services firm leader builds a sales culture where research before outreach is the norm, from what gets inspected to what gets praised.
3 min readWhen to let a seller go
How a services sales leader decides when a struggling seller should go, using the work behind the numbers instead of waiting for a missed year.
3 min readPipeline reviews that change behavior
Most pipeline reviews update a spreadsheet and change nothing. How to run a review that changes what your sellers do the following week.
3 min readCoaching a seller on openers
How to coach a services seller to write better openers. Review the research first, fix one part at a time, and stop rewriting their drafts for them.
3 min read