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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Tagged sales leadership
Every post tagged sales leadership.
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Lessons from scaling a services sales team
Scaling a services sales team breaks things a small team hides. Hard lessons on hiring, territory, research habits and keeping quality as you grow.
3 min readWhat a healthy Stage 1 looks like on one page
A healthy Stage 1 pipeline fits on one page. What goes on it, what to leave off and how to read it in five minutes every Monday.
3 min readAI SDRs and the services sale
AI SDRs promise endless outbound at low cost. Here's why that model breaks for services deals and where AI belongs in a senior, committee sale.
4 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 readWhy your forecast misses in month two
Services forecasts break in the second month of the quarter. Here's why the miss starts at the top of the funnel and how to catch it early.
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 readRamp time for a services seller
Services sellers ramp slower than product sellers, and that's normal. Here's what ramp looks like, what to measure early, and how to shorten it honestly.
3 min readPlan next year from the accounts, not the quota
Annual plans built backward from quota produce activity targets. Plans built from real accounts and their signals produce pipeline you can trust.
3 min readSDRs in services firms. Yes or no
Should a services firm hire SDRs to book meetings? A direct answer on when the model works, when it backfires, and what to build in its place.
3 min readComp plans that reward Stage 1
How services firm leaders can build sales comp plans that pay for real first conversations with the right buyers, not just closed deals or raw activity.
3 min readFounder-led sales and when to hand it off
When a services firm founder should stop being the only seller, what to hand off first, and what the founder should keep doing for good.
3 min readWhy great delivery people struggle in sales
Great delivery leaders often struggle when moved into sales. Here's why the skills don't transfer on their own and what helps them make the switch.
3 min readHiring your first seller in a services firm
Your first seller in a services firm needs to create deals, not just close them. Here's who to hire, what to avoid and how to set them up to win.
3 min readMost quarters are lost in Stage 1
Services quarters are decided months early, in Stage 1, when a seller earns or fails to earn real first conversations with the right buyers.
4 min read