Episodi

  • Work Backward From Quota to the Deals You Actually Need

    Work Backward From Quota to the Deals You Actually Need
    Oct 27 2026
    Quota feels arbitrary until you run the math backward: your own conversion rates, your own average deal, your own sales cycle. Build the coverage plan from your numbers — not the three-pipeline rule of thumb — and know by week three whether your year is on track.
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    20 min
  • The Customer Review That Opens the Next Opportunity

    The Customer Review That Opens the Next Opportunity
    Oct 26 2026
    Most business reviews are usage reports nobody acts on. Structure yours around achieved outcomes, remaining gaps, and the customer's next priorities — and the review itself becomes the discovery meeting for your next opportunity.
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    21 min
  • One Department Down. How Do You Get Into the Other Six?

    One Department Down. How Do You Get Into the Other Six?
    Oct 25 2026
    Your best prospect is the company that already bought from you. Turn a successful deployment into relevant introductions and separate business cases across departments — without assuming what worked in one place automatically matters in another.
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    20 min
  • Your Prospect Just Announced Big Plans. Where Does Your Solution Fit?

    Your Prospect Just Announced Big Plans. Where Does Your Solution Fit?
    Oct 24 2026
    An announcement is not an opening — it's a map. Turn earnings commentary, expansion news, acquisitions, and leadership priorities into a specific account-entry strategy: who feels the pressure, where your solution fits, and whether the fit is real enough to pursue.
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    21 min
  • Bonus: What Great Reps Do Differently With Their SE — 43 Years of Sales Engineering With Dave Murphy

    Bonus: What Great Reps Do Differently With Their SE — 43 Years of Sales Engineering With Dave Murphy
    Oct 24 2026
    A bonus interview with sales engineering leader Dave Murphy: the preparation great reps do, how credibility is won and lost with a technical buyer, protecting the demo flow, and the SE superpower most teams underuse.
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    35 min
  • "There's No Budget." Is There a Path Forward?

    "There's No Budget." Is There a Path Forward?
    Oct 23 2026
    No budget is a diagnosis, not a verdict. Learn to tell genuinely unavailable funding apart from low priority, unclear ownership, and a business case that hasn't earned investment — because each one has a completely different path forward.
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    22 min
  • What's the Compelling Event?

    What's the Compelling Event?
    Oct 22 2026
    No compelling event, no close date worth believing. Reset your discovery around the four questions that reveal whether the buyer has a real reason to act: the current process, the consequences of staying with it, the priority against everything else, and the motivation to move.
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    20 min
  • Couldn't We Just Build This With AI?

    Couldn't We Just Build This With AI?
    Oct 21 2026
    The AI build question deserves a real answer, not a defensive one. Guide a balanced build-versus-buy discussion across delivery time, ownership, integration, maintenance, security, and ongoing costs — and help the buyer compare what they'd actually own against what they'd actually get.
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    21 min