WHO IT IS FOR
Start with what is true for you.
A seller, a sales leader, a founder and an enterprise account team live with different versions of the same problem. Start with the sentence that sounds familiar.
By role
Choose the page you would send to one person.
01 · Seller
You are not stuck because you are bad at this. You are stuck because nobody told you what the next move is.
The deal went quiet. You have sent two follow-ups. You do not want to sound desperate, and you do not want to walk away. So you wait — and waiting is the one move that is definitely wrong.
02 · Sales leader
Your reviews will not get better until everyone is describing the same thing.
You do not have a visibility problem. You have eleven versions of the truth, one per rep, and a forecast assembled from verbals.
03 · Founder / CEO
Your grandmother’s recipe was the best in the family. It was never sold.
You can close. That is not in question. The question is what closes when you are not in the room — and whether the four people you are about to hire will ever be able to do what you do.
04 · Enterprise account team
Two or three accounts can carry your year. Only if you take all of them.
You are covering a big account with a small slice of it. Big accounts do not stay small by accident — approach one with a slice, and sooner or later somebody pushes you out of it.
The same next step, however you arrive here.
Apply these principles to my deals