Methods
Sales methods, scaled down.
The frameworks enterprise teams train on, explained for people who sell a $2,000 workshop or a six figure contract without a sales team. Each page starts with a short answer, then shows how to use the method this week.
Method · The core
Tobias's sales method
The method Allin is built on. Agree the meeting goal up front, pain questions, take it off the table, and the right to say no.
Method · Qualification
MEDDIC
The original six letter checklist. What each letter means, and when to add the two that make MEDDPICC.
Method · Qualification
MEDDPICC
The complete guide: every letter, the questions to ask, a worked example and a free checklist template.
Method · Discovery
Consultative selling
Diagnose before you prescribe. What consultative selling means in practice, and where most people stop too early.
Method · Insight
The Challenger Sale
Teach, tailor, take control. What the Challenger model gets right, and when a small seller should not use it.
Method · Pipeline
Prospecting
A pipeline for someone who also has to deliver the work. Ten accounts, two blocks a week, one rule for follow up.
Method · Practice
B2B sales training
What to learn first, in what order, and why rehearsing a call beats reading another book.
Method · Questions
SPIN selling
Situation, Problem, Implication, Need payoff. Four kinds of question, and why the third one closes deals.
Try it on your deal
Ask it about your hardest deal.
Twenty questions free, every feature on. No card and no sales call.