How Informatica re-engineered its enterprise sales motion to win executive attention and close complex deals faster.

A wildly practical playbook for designing a tailored, account-specific buying process, with frameworks that drive consistent deal execution

​No sales leader is hired on to keep things “same old.”

​You’ll leave this session with a wildly practical, step-by-step playbook for creating champions who sell when you’re not in the room. Using a business case you both authored together.

​This is the skill for reps selling through the noise, chaos, and complexity that is B2B right now.

​I’ve spent roughly 40 hours (an entire workweek) reading through leaked internal emails and memos from Fortune 500 executives...

Designing Your Midmarket & Enterprise Sales Process to Drive Both Velocity & Efficiency

​Get the 5 steps that make enterprise executives say, “why aren’t we paying you yet?” ​With line-by-line breakdowns of real-life, “1-page” business cases.

​Learn the top discovery practices, frameworks, and phrases that create that, “How do they know me so well?!” feeling — while uncovering what no other reps know.

​Reps crave more than “Any updates...?” messages, and feel-good advice like, “Sell value, not features” from their leaders.