GTM Solutions Consulting

If your negotiation starts when price is on the table, you're already on the back foot. Reacting and not leading. Months of work - the research, the demos, the multi-threading, and the alignment - all reduced to justifying, defending, and discounting. And then comes the EoQ pressure 😓 In a recent session with AEs, Account Managers, BDRs, and Product Specialists from Adobe’s DX team, we focused on changing that story. We worked through an intuitive and practical framework to • Establishing the parameters of an offer • Evaluating the offer against the customer's alternatives • Identifying zones of agreement, and • Constructive negotiation tactics All rooted in value-led conversations from the very first meeting. Thank you to every single participant for your energy and your engagement! Huge thanks to Pooja Kumar and Aya Yoshii for the excellent support throughout 🙏 And I'm so looking forward to next week's session :) Excited to continue the partnership between Adobe and The Brevet Group! On a personal note: I absolutely love the Adobe Bengaluru office, and spent much of the breaks admiring the beautiful Channapatna figurine installation that is an homage to the work of the incredible scientists of ISRO!

“For the first time, my team feels we are building a system for success.” - SE Manager to me during a mid-program review on Thursday. The team: 5 SEs, geo-distributed, 2-5 years of experience. The problems - Too many unqualified opps. - Opps stagnating or closed lost after months of work. - A demo methodology they were trained on that the AEs still don’t understand. Here’s what we started 6 weeks ago. We shifted the focus from the “HOW” to the “WHY” and the “WHAT” ↳ We stopped obsessing over demos and started examining what happens before that ↳ We uncover why their prospects really need to change (discovery) ↳ We know what their prospects need to drive action (value narratives and stories) 6 weeks in, at the halfway mark, here’s what’s changed - SEs use a visual framework to pinpoint what prospects will pay for - and share it with AEs to qualify deals out. - Trust between SEs and AEs is growing. 🟢 Most importantly: 𝘄𝗲’𝗿𝗲 𝗯𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗮 𝘀𝘆𝘀𝘁𝗲𝗺 𝗳𝗼𝗿 𝗿𝗲𝗽𝗿𝗼𝗱𝘂𝗰𝗶𝗯𝗹𝗲 𝘀𝘂𝗰𝗰𝗲𝘀𝘀. And we are shifting gears to work more closely with AEs over the next 6 weeks. How? Weekly coaching - team and individual - on real opps. Here’s why this works ✅ It aligns teams through a shared language and purpose. ✅ It builds habits through real-world practice, not just concepts. ✅ It drives transformation by defining and refining “what good looks like”. Together. YES - nothing here is revolutionary. BUT… most frontline managers are stretched too thin to lead this change. That’s where I help. Through hands-on coaching. 👉 If you’re an SE leader, Sales leader, or CRO, DM me to explore how your team can build their system for success. #presales #sales #coaching  

It's not the tech. People resist 𝗰𝗵𝗮𝗻𝗴𝗲. Demo automation transforms how GTM teams engage with buyers, and is an essential tool to foster a modern buyer enablement mindset. But great ideas don’t sell themselves, and change is rarely linear. At 10am at 𝗗𝗘𝗠𝗢𝗙𝗘𝗦𝗧 𝗫 next Tuesday, I’ll share a practical framework on leading change when introducing demo automation - from giving each team a voice, to collaboratively agreeing on the WHY, building a vision and a coalition, launching pilots, and more. If you're looking for tactical guidance on how to lead a demo automation initiative, this session is for you, and I'd love to meet you there. Just 5 days to go until the ultimate Buyer Enablement conference! Excited to reconnect with familiar faces and meet new ones! It's a rich schedule with 3 concurrent sessions at most times. Just a few that I'll be attending and learning from: • The opening and closing keynotes - of course! • Beyond Presales: Maximizing Cross-Functional GTM Efficiency - Tom Edwards ACMA, CGMA • Zero to 1000 in Three Months: Mimecast's journey to a successful Consensus program - Andy Spencer • 2 for 1 – Combining Pre Sales & Sales Methodologies for a Winning Outcome - David Shepherd and Bernhard Steiner • The Demo is No Longer an Event - Daniel Conway and Mark McKinlay See you there!

Not a natural-born storyteller? Neither was I. So here's what I did. If you're a technical expert, the idea of telling stories in your engagements can feel pretty overwhelming. And it’s not like anyone is taught this stuff during onboarding. And trying to piece it together on your own while juggling your workload? That's tough. But here’s the thing - 𝗲𝘃𝗲𝗿𝘆𝗼𝗻𝗲 can learn to tell better stories in a sales context. And everyone should. Why? • Nothing creates engagement like a story • Nothing spreads an idea like a story. • Nothing sparks action like a story. Can't write epic novels or killer punch-lines? Good! You don't need that. What you need is to • be relevant with your examples • be specific about challenges • and highlight change over time - the transformation that made it all worth while Over the last 4 posts, I've shared snippets of this approach (links in the comments). Want to learn how to apply it throughout your sales cycle? I teach a simple and effective framework that makes storytelling a natural part of your sales process. Interested? Let's talk! #sales #presales #storytelling