13frameworks
Showing 1–13 of 13
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Coach Development System
Find the insider who wants you to win and build a guidance network around them
Ideal Customer ProfileIn-depth
Define the exact customer you can best serve so you stop wasting time on the rest
Win-Results Framework
Every buyer has a personal Win that sits behind the business Result they negotiate for
Response Mode Framework
Sell only to buyers who perceive a gap—and create the gap for those who don't
The VITO Hierarchy ModelIn-depth
Map every account by who really approves vs. who merely recommends
Hypothesis-Based Selling
Lead with an informed hypothesis of customer needs rather than asking customers to educate you
The 53 Percent Rule: The Sales Experience as the Primary Driver of Customer Loyalty
Over half of B2B customer loyalty is determined not by what you sell but by how you sell it
Taking Control of the SaleIn-depth
Assert and maintain momentum throughout the sale — assertively, not aggressively
Tailoring for ResonanceIn-depth
Adapt the teaching message to each stakeholder's specific goals, role, and economic context
The Six-Step Commercial Teaching PitchIn-depth
Choreographed six steps that lead customers from insight to your solution as the natural conclusion
Commercial TeachingIn-depth
Teach customers something they don't know about their business — then show why only you can fix it
The Challenger Selling Model: Teach, Tailor, Take ControlIn-depth
The three-part methodology for winning complex B2B sales through constructive tension
The Five Sales Rep ProfilesIn-depth
A data-derived taxonomy that reveals which rep type wins complex sales by a landslide