In week 3 of the coaching programme will build out a list of potential contacts to prospect into, and draft a script based on the unique perspectives we created last week.

In week 2 of the coaching programme will build five unique perspectives that you will be able to use to create content and drive conversations with your customers.

In week 1 of the coaching programme you’ll step into the world of your customer and understand the challenges they are facing.

This week I’m kicking off a virtual coaching programme - over the next 15 or so week’s I’ll walk you through one specific task related to your own accounts, opportunities and forecasts. This week - grab your free access to all the content we’ll use over the coming weeks.

Competitors will be present in almost every deal, but instead of dismissing them, take time to look at the world from their perspective - it will help you determine how best to position yourself to be successful.

Canvases help guide your thinking and structure your day. Learn what they are and access them all for free in this post.

Waiting for luck is not a strategy, but preparing for how you’ll deal with it when it arrives is.

I’ll share my approach to ensuring I have time available to capitalise on luck when it appears.

Partners can help sellers to get access to customers they wouldn’t otherwise be able to.

Take time to consider how you can be of good help to your technology and consulting partners.

Simple graphics can help your customer to understand complex topics, and bring your video meetings to life. Here are five templates for you to use in your own sales meetings.

As an AE qualifying out is just as important as qualifying in. In this edition I walk you through my two step process for qualifying a lead.

Its easier to sell a higher priced product that to compete only on price. I’ll walk you through my four strategies for effectively winning business with a premium product.

The Research Hub helps Enterprise SDRs and AEs to accelerate their research and personalise their outreach - ensuring the entire deal team understands how an account is structured and what their priorities are.

As AI picks up more of the SDR and AEs manual activity, what does it take to be a relevant salesperson in the future. I’ll break down how can we be more human for our customers.

A territory plan helps guide your thinking and ensures you spend your time on high value prospecting activities. I’ll walk you through my process and give you access to the template.

Multi-threading can help to de-risk your deals. Find out my three golden rules for multi-threading - go early, go higher and wider, and build a web not a wheel.

Understanding your company’s legal agreements can save you days or weeks in your sales cycle. In this post I’ll walk you through some of the most common terms your customers will want to discuss.

The six months before you head into your SDR to AE promotion interviews give you plenty of time to learn your way around the Sales Flywheel and demonstrate to your hiring manager how you will succeed in your new role.

The Sales Flywheel covers all of the external and internal tasks required to deliver a successful sales career. Great salespeople focus on all areas of the flywheel instead of just those they enjoy.

Instead of focusing on your sales process, take time to understand how a customer buys products like yours. It will help you to map your support to the right stage of their buying process.

Launch Plans (also called Mutual Action Plans) help you and your customer to map out every workstream required to get their project live (and your contract signed) on schedule.