Coaching 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
Blog
Tagged hypothesis opening Page 2
Every post tagged hypothesis opening.
The case against the case study in a first message
A case study in a first message answers a question the buyer hasn't asked. Here's why it backfires with senior buyers and where proof belongs instead.
3 min readWhy your cold email sounds like everyone else's
Cold email sounds generic when it starts with your firm. Research and a hypothesis about the buyer's problem make an opener sound like nobody else's.
3 min readSelling to a CIO
What a CIO owns, what they're measured on, what they ignore and which signals matter. Plus an example opener that gets a CIO to reply.
4 min readThe misery hypothesis, explained
The misery hypothesis is your best guess at the problem a buyer has right now. Here's how to write one, why it works and how to recover when it's wrong.
3 min read