The single most effective change I have seen sales teams make to improve close rates is to stop pitching and start proving. Not a demo. A proof of concept built around the buyer's specific problem.
Sales
We stopped pitching. We started proving. The result was deals that close faster, buyers who feel understood, and reps who stop feeling like they are selling.
Frameworks
A personal essay written from the back of a police cruiser in Redondo Beach. What happens when a software person spends a shift with law enforcement, and what it reveals about technology and human judgment.
Life