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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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 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 readResearch before reach. The 3x3 method.
The 3x3 is three sources and up to three facts each, gathered before the first note goes out. Here's how to run it and turn it into an opener.
4 min readThe binary exit question
Why the last line of your opener should be a question a senior buyer can answer in five words, and how to write one that invites correction.
4 min readLead with a hypothesis, not a pitch
Why a specific guess about the buyer's problem beats a list of your capabilities, and how to build a four-part Hypothesis Opening.
4 min readHow to be usefully wrong
Why a specific wrong guess about a buyer's problem gets more real replies than a vague right one, and how to write a hypothesis worth correcting.
3 min readThe personal trigger and why a title isn't enough
The personal trigger explains why an event matters to this buyer in their seat. Here's why a job title alone falls short and how to write a real one.
3 min readWriting a research hook in one line
The research hook is the first line of a Hypothesis Opening. Here's how to name what happened in one plain line that proves you did the homework.
3 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