The playbook
Level up your sales strategy, management approach and tactics.
Featured posts
![ai coaching two sales reps](https://cdn.sanity.io/images/vhpgdzfc/production/d3e04587e961e0b86d2afe15e10b25313e1a00cf-1387x775.jpg?w=1200&q=69&fit=max&auto=format)
Sales management•10 mins
AI for Sales Managers: 3 Practical Ways to Use AI to Improve Team Outcomes
Nathan Clark|Oct 31, 2023
![Nathan Clark](https://cdn.sanity.io/images/vhpgdzfc/production/5a78b8058901467fd31a4cea6de6d6d9470e474b-1389x776.jpg?w=1200&q=70&fit=max&auto=format)
Sales enablement•14 mins
AI for Sales Reps: 3 Practical Ways to Increase Selling Time
Nathan Clark|Oct 16, 2023
![Team Culture](https://cdn.sanity.io/images/vhpgdzfc/production/343e098c0a0d7e502358c6b84f911c2777438d92-1792x1024.png?w=1200&q=75&fit=max&auto=format)
Sales enablement•20 mins
Mastering Sales Excellence: Strategies, Culture, and Tools
Brendan Connaughton|Dec 16, 2023
All posts
![a hand is holding a gold question mark in front of a table filled with gold objects .](https://cdn.sanity.io/images/vhpgdzfc/production/7f6ab4c6437467f8f779c2f7ced4d7470231760a-1792x1024.webp?w=1200&q=100&fit=max&auto=format)
Sales management•11 mins
SPIN Selling Questions You Can Ask At Every Sales Stage
Marissa Taffer|Jul 17, 2024
![a purple background with the words " docusign vs. pandadoc "](https://cdn.sanity.io/images/vhpgdzfc/production/53ede64471c8b7b5011b0fa2b734bbd412369c56-3840x2160.png?w=1200&q=100&fit=max&auto=format)
Sales enablement•16 mins
Docusign vs. PandaDoc: Which is the Best Choice For Your Business?
Marissa Taffer|Jul 17, 2024
![a man is typing on a laptop computer while sitting at a wooden table .](https://cdn.sanity.io/images/vhpgdzfc/production/1ba1b6ccec74c5091882ddbdd9b890fbc2d87ab6-1792x1024.webp?w=1200&q=100&fit=max&auto=format)
Sales enablement•11 mins
SPICED Sales Methodology
Marissa Taffer|Jul 15, 2024
![a group of people are putting puzzle pieces together .](https://cdn.sanity.io/images/vhpgdzfc/production/f6b2e528ab9dffe8c578be56976f819ad849aeb2-1792x1024.webp?w=1200&q=100&fit=max&auto=format)
Sales techniques•12 mins
Solution Selling vs. Consultative Selling: Which Style is Right For You?
Brendan Connaughton|Jul 12, 2024
![two businessmen are shaking hands over a wooden table](https://cdn.sanity.io/images/vhpgdzfc/production/0d65bac5f5c2257c1e81dd6f213fad4836e84055-1792x1024.webp?w=1200&q=100&fit=max&auto=format)
Sales techniques•7 mins
How to End a Sales Presentation | Key Strategies to Get the Deal Done
Marissa Taffer|Jul 11, 2024
![a man and a woman are shaking hands while sitting at a table with laptops .](https://cdn.sanity.io/images/vhpgdzfc/production/542cadbdce1bf512a860248abf472ae5221c4993-1792x1024.webp?w=1200&q=100&fit=max&auto=format)
Sales techniques•11 mins
How to improve the B2B buyer journey
Dan Lever|Jul 3, 2024
![a woman is sitting on a couch using a laptop computer .](https://cdn.sanity.io/images/vhpgdzfc/production/aefbc6dc906ec5683ae17abaf0bb384eaec3f93c-1792x1024.webp?w=1200&q=100&fit=max&auto=format)
Marketing•12 mins
How To Write An Effective Social Media Consulting Proposal
Brendan Connaughton|Jul 1, 2024
![a purple background with the words 19 business proposal examples](https://cdn.sanity.io/images/vhpgdzfc/production/f71142723eac747b8e2baafd33368974e87bba00-1344x768.png?w=1200&q=100&fit=max&auto=format)
Marketing•16 mins
Tailored Business Proposals: 19 Examples for Different Industries
Marissa Taffer|Jun 30, 2024
![a man and a woman shake hands at a table with a laptop](https://cdn.sanity.io/images/vhpgdzfc/production/42d446f4a39b982215d245055415d3fda5b89239-1792x1024.png?w=1200&q=100&fit=max&auto=format)
Sales techniques•12 mins
How to Leverage Your Buyer Champion to Close The Deal Efficiently
Dan Lever|Jun 28, 2024
![a bird cage with two light bulbs inside of it and a key .](https://cdn.sanity.io/images/vhpgdzfc/production/861386b8070506beaa059e3b0ffe8a278bb1009e-1792x1024.webp?w=1200&q=100&fit=max&auto=format)
Sales techniques•11 mins
Solution Selling Vs. Product Selling: Which Strategy is Right For You?
Marissa Taffer|Jun 25, 2024
![sales going high using MEDDPICC](https://cdn.sanity.io/images/vhpgdzfc/production/6d33c2abb53fd27f3b894b1e86a530a1093d9620-2578x1394.jpg?w=1200&q=71&fit=max&auto=format)
Sales techniques•16 mins
MEDDPICC Methodology: A Detailed Breakdown [2024 Edition]
Marissa Taffer|Jun 7, 2024
![a man is sitting at a desk with sticky notes on his face .](https://cdn.sanity.io/images/vhpgdzfc/production/92f8bed54df91c85bd0a3afe9c3e1b261f926da0-1792x1024.webp?w=1200&q=75&fit=max&auto=format)
Marketing•22 mins
9 Alternatives to Better Proposals for Streamlined Proposal Management in 2024
Marissa Taffer|Jun 5, 2024
![a man with a briefcase is running up a graph](https://cdn.sanity.io/images/vhpgdzfc/production/0789f3f99e2743cce00206d4abf2b3806926d6a5-1792x1024.png?w=1200&q=100&fit=max&auto=format)
Sales techniques•12 mins
23 Key Revenue Operations (RevOps) Statistics for 2024
Brendan Connaughton|Jun 3, 2024
![a person is playing a game of chess with a group of people .](https://cdn.sanity.io/images/vhpgdzfc/production/10c1633c9fc0811f831229f0bec6b208d892ed48-2120x1204.jpg?w=1200&q=75&fit=max&auto=format)
Sales techniques•9 mins
Mastering Top-Down Selling: A Guide to Engaging Decision-Makers
Brendan Connaughton|May 29, 2024
![a man is sitting at a desk looking at a computer screen while holding a piece of paper .](https://cdn.sanity.io/images/vhpgdzfc/production/b21d0a955c9c9e65be4fc864135a5bfbb5860c4f-2132x1202.jpg?w=1200&q=100&fit=max&auto=format)
Sales techniques•13 mins
How to Use Sales Content Analytics for Faster Close Rates and Higher Win Rates
Marissa Taffer|May 22, 2024
![a man is using a calculator and writing on a piece of paper .](https://cdn.sanity.io/images/vhpgdzfc/production/95c55d08404bb777ee2de67922da4874d03388bb-1792x1024.webp?w=1200&q=100&fit=max&auto=format)
Marketing•10 mins
BANT vs. MEDDIC – What’s the Best Way To Qualify Leads?
Dan Lever|Apr 29, 2024
![a man in a suit is holding a tablet in front of a wall of charts and graphs](https://cdn.sanity.io/images/vhpgdzfc/production/7f590aab930f87c030610f18b537079bbfba52ee-1792x1024.webp?w=1200&q=75&fit=max&auto=format)
Sales techniques•10 mins
25 MEDDPICC Questions for Effective Discovery
Marissa Taffer|Apr 27, 2024
![a man is standing in a tunnel with arrows pointing in different directions .](https://cdn.sanity.io/images/vhpgdzfc/production/c9be1787f72c446e2d045d6107f00aa6d8dfa01c-1792x1024.webp?w=1200&q=100&fit=max&auto=format)
Marketing•17 mins
25 Challenger Sales Questions for Effective Discovery
Dan Lever|Apr 26, 2024