Tactic toolkit
How to Build Your Own Sales Process
Way too many sellers run their cycles based on activities: a discovery call, a demo, a proposal, and a check-in. If you want to actually close revenue, you need to shift your focus to exit criteria. This playbook breaks down the exact requirements your champion and power must meet before you can advance a deal to the next stage.
What You'll Get:
- Stage 1 (Problem Agreement): Ensure your champion agrees to a problem that actually impacts the business, not just a below-the-line process complaint.
- Stage 2 (Solution Agreement): Get your champion to explicitly agree that you are the best vendor equipped to solve their problem, independent of price.
- Stage 3 (Power Agreement): Confirm that the economic buyer agrees the problem fits their priorities and that you clearly support those priorities.
- Stage 4 (Commercial Agreement): Lock in budget and ensure all major commercial terms—not just price—are clearly agreed upon.
- Stage 5 (Vendor Approval): A blueprint for running IT and Legal reviews in parallel to get the contract signed without the usual 6-week delay.
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Drive deals fast with strict exit criteria.
Sell the problem, then the solution
Don't move to a demo until your champion agrees they have a massive, business-impacting problem. After that, you must secure explicit agreement that you are the ultimate vendor before you engage power.
Secure power and commercial alignment
Power always has many problems, so you must prove your solution is a top business priority. Once they agree, secure the budget and align on all major contract terms before starting final negotiations.
Accelerate the vendor review process
Stop letting your best deals die in the procurement phase. Learn how to run IT, Legal, and Finance reviews in parallel while setting strict micro-deadlines to force the contract across the finish line.
Ready to dive in?
Join these sellers who made it to President’s Club!
Taught reps get to power and close deals faster!
Booked 13 meetings in 3 days!
More in the first 40 pages than every other sales book combined!
Ranked in the top 1% of all AEs at LinkedIn
Booked a whopping *100* meetings!
Went from 60% to #2 at Gong!
Ready to dive in?
Join these sellers who made it to President’s Club!
Taught reps get to power and close deals faster!
Booked 13 meetings in 3 days!
More in the first 40 pages than every other sales book combined!
Ranked in the top 1% of all AEs at LinkedIn
Booked a whopping *100* meetings!
Went from 60% to #2 at Gong!