Library

72 resources

• ListenPodcastTop pick

  Revenue Builders

  John McMahon & John Kaplan

  The strongest ongoing feed here for serious complex-enterprise selling: qualification, value, champions, economic buyers, strategic accounts, procurement and major deals.

  Enterprise Buy

  Website: Listen→
• ListenPodcastTop pick

  2Bobs

  David C. Baker & Blair Enns

  A contrarian complement to SaaS sales thinking: how expertise businesses qualify, position, price and sell without collapsing into proposal theatre.

  Selling Expertise

  Website: Listen→
• ListenPodcastTop pick

  How to close $100K+ enterprise deals, step by step

  Jen Abel on Lenny's Podcast

  A real enterprise deal decomposed into the interactions that actually move it: alignment, demo, pilot, pricing, procurement, papering and expansion.

  Enterprise Buy

  Apple Podcasts: Listen on Apple Podcasts→
• ListenPodcastTop pick

  Sell the alpha, not the feature

  Jen Abel on Lenny's Podcast

  A strong bridge between services, product and high-ACV enterprise sales; particularly relevant when expertise or a service wedge opens the door to a larger product or transformation motion.

  Pursuit

  Apple Podcasts: Listen on Apple Podcasts→
• ListenPodcastTop pick

  Building the Business Case with Dick Thomas

  Revenue Builders

  One of the most important items in the collection: value pyramid, discovery, value-based demo and ROI/business-case thinking.

  Business Value

  Apple Podcasts: Listen on Apple Podcasts→
• ListenPodcastTop pick

  Complex Sales: Critical Stages in a Customer's Buying Process

  Patrick Ball on Revenue Builders

  Treats enterprise selling as an orchestrated customer buying process with smaller commitments, value assessments, procurement and go/no-go moments.

  Enterprise Buy

  Website: Listen→
• ListenPodcastTop pick

  Responding to RFPs in B2B Sales

  Scott Sinatra on Revenue Builders

  The useful RFP lesson: the real advantage is created before the RFP lands—through champions, qualification and influence on decision criteria.

  Pursuit

  Website: Listen→
• ListenTalk / InterviewTop pick

  A step-by-step guide to crafting a sales pitch that wins

  April Dunford on Lenny's Podcast

  A practical B2B technology pitch framework built around market context, differentiated value, proof and buyer confidence instead of feature walkthroughs.

  Pursuit

  YouTube: Listen on YouTube→
• ListenPodcastTop pick

  The Four Conversations: A New Model for Selling Expertise

  2Bobs

  A different commercial model for B2B service providers: sell expertise through structured conversations rather than jumping into credentials, scope and proposals.

  Selling Expertise

  Website: Listen→
• ReadBookTop pick

  The Qualified Sales Leader

  John McMahon

  Book · Deep read

  A foundational guide to serious enterprise opportunity qualification, business value, executive access and complex deal execution.

  QualificationEnterprise sales

  Amazon: Open on Amazon→
• ReadBookTop pick

  MEDDICC

  Andy Whyte

  Book · Deep read

  A language for interrogating deal reality: metrics, economic buyer, decision criteria/process, paper process, pain, champion and competition.

  QualificationEnterprise sales

  Amazon: Open on Amazon→
• ReadBookTop pick

  The Challenger Customer

  Brent Adamson, Matthew Dixon, Pat Spenner & Nick Toman

  Book · Deep read

  Enterprise deals often stall because the customer cannot create internal consensus. This is about finding Mobilizers and helping the customer align around change.

  ConsensusComplex buying

  Amazon: Open on Amazon→
• ReadBookTop pick

  How Clients Buy

  Tom McMakin & Doug Fletcher

  Book · Deep read

  A core text for professional-services selling where expertise, judgment and confidence in delivery are part of the product.

  Selling ExpertiseProject sales

  Amazon: Open on Amazon→
• ReadBookTop pick

  Sales Pitch

  April Dunford

  Book · Deep read

  A systematic B2B technology-sales narrative based on differentiated value rather than feature dumping.

  PursuitAccelerators

  Amazon: Open on Amazon→
• ReadBookTop pick

  The Four Conversations

  Blair Enns

  Book · Deep read

  A model for selling expertise that challenges conventional pitch/proposal behaviour in B2B services.

  Selling ExpertiseConsulting

  Amazon: Open on Amazon→

• Jen Abel

  Enterprise sales practitioner

  Top pick

  Enterprise sales process, high-ACV deals, founder-led selling and services/product wedges.

  Enterprise salesNew offerings

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Brent Adamson

  B2B buying research

  Top pick

  Buying complexity, decision confidence, consensus and modern enterprise buyer behaviour.

  Enterprise buyingConsensus

  LinkedIn: LinkedIn→
  (opens in a new tab)

• April Dunford

  Positioning & sales narrative

  Top pick

  Positioning and sales narratives for B2B technology and technical products.

  AcceleratorsPositioning

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Blair Enns

  Selling expertise

  Top pick

  Selling expertise, power in client relationships, pricing and escaping pitch/proposal commoditisation.

  Project salesConsulting

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Dick Thomas

  Business-value selling

  Top pick

  ROI, business cases and making technical deals economically defensible.

  Business value

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Jen Abel

  @jjen_abel

  Top pick

  Enterprise selling, corporate buying behaviour, land-and-expand, services wedges, procurement and what really happens inside large deals.

  Enterprise dealsProcurement

  X: X→
  (opens in a new tab)

• Blair Enns

  @blairenns

  Top pick

  Selling expertise, pricing, positioning and changing the power dynamic in professional-services sales.

  Selling expertisePricing

  X: X→
  (opens in a new tab)
• ReadArticleTop pick

  Do Your B2B Customers See the Value You Deliver?

  Wendy Wise & Doug May

  Harvard Business Review

  ~12 min read

  Perhaps the most WALLET-native article in the collection: created value is not enough if the customer cannot see, measure and defend it internally.

  Business ValueValue quantification

  Harvard Business Review: Read article→
• ReadArticleTop pick

  The B2B Elements of Value

  Eric Almquist, Jamie Cleghorn & Lori Sherer

  Harvard Business Review

  ~15 min read

  Expands value beyond price and functional ROI into ease, risk, confidence, reputation and other dimensions that influence serious B2B purchases.

  Business ValueValue proposition

  Harvard Business Review: Read article→
• ReadArticleTop pick

  Making the Consensus Sale

  Karl Schmidt, Brent Adamson & Anna Bird

  Harvard Business Review

  ~12 min read

  A concise foundation for understanding why complex B2B deals are won by helping groups align, not by finding a mythical single decision maker.

  ConsensusBuying groups

  Harvard Business Review: Read article→
• ReadArticleTop pick

  The End of Solution Sales

  Brent Adamson, Matthew Dixon & Nick Toman

  Harvard Business Review

  ~15 min read

  A useful challenge to reactive solution selling: enter earlier, bring insight, shape demand and work with stakeholders capable of mobilising change.

  PursuitStrategic pursuits

  Harvard Business Review: Read article→
• ListenPodcast

  30 Minutes to President's Club

  Armand Farrokh & Nick Cegelski

  Tactical enterprise-selling craft: discovery, multithreading, executive conversations, champions and deal progression.

  Pursuit

  Website: Listen→
• ListenPodcast

  PreSales Podcast

  PreSales Collective

  Specialist source for solution consulting and technical presales, especially useful when technical credibility must translate into business value.

  Technical Presales

  Website: Listen→
• ListenPodcast

  The ultimate guide to founder-led sales

  Jen Abel on Lenny's Podcast

  Useful when a new offer or accelerator does not yet have a mature sales motion: outreach, first conversations, momentum, procurement and early repeatability.

  Pursuit

  Apple Podcasts: Listen on Apple Podcasts→
• ListenPodcast

  Selling into Strategic Accounts

  Jane Thompson on Revenue Builders

  Organisational mapping, starting high, understanding value drivers and translating technical capability into business outcomes.

  Strategic Accounts

  Website: Listen→
• ListenPodcast

  Getting to the Economic Buyer

  Anne Gary on Revenue Builders

  A practical guide to identifying the real economic buyer, earning access and preparing for the conversation around budget and competing priorities.

  Consensus

  Website: Listen→
• ListenPodcast

  Breaking Down the Traits of a Champion

  Anne Gary on Revenue Builders

  Separates positional authority from real influence and explains what a genuine business or technical champion does inside the buying organisation.

  Consensus

  Apple Podcasts: Listen on Apple Podcasts→
• ListenPodcast

  Business Value Assessments: Looking at Opportunities through a Value Lens

  Doug May on Revenue Builders

  Shows how value should carry from discovery through procurement, onboarding and expansion instead of appearing as a late-stage ROI slide.

  Business Value

  Apple Podcasts: Listen on Apple Podcasts→
• ListenPodcast

  The Discipline Behind Nine-Figure Deals

  Stuart Gwynn on Revenue Builders

  Discovery, testing champions, multiple stakeholders, shared account vision and disciplined qualification behind very large enterprise deals.

  Qualification

  Apple Podcasts: Listen on Apple Podcasts→
• ListenPodcast

  Executive Sales Masterclass

  Jen Allen-Knuth on 30 Minutes to President's Club

  Strategic objectives, cost of inaction, access to power, C-suite discovery and building consensus across a buying group.

  Consensus

  Spotify: Listen on Spotify→
• ListenPodcast

  Exploring Value in Modern Tech Sales

  David Yockelson on PreSales Podcast

  Why technically correct selling fails under financial scrutiny, and how presales teams can connect capability to business value and defend the business case.

  Business Value

  Website: Listen→
• ListenPodcast

  There Is No Credentials Meeting

  2Bobs

  Reframes the first meeting as mutual qualification rather than an attempt to impress the client with credentials.

  Selling Expertise

  Website: Listen→
• ReadBook

  Let's Get Real or Let's Not Play

  Mahan Khalsa & Randy Illig

  Book · Deep read

  Consultative selling centered on helping customers achieve business outcomes rather than manipulating them toward a close.

  Business ValueConsultative sales

  Amazon: Open on Amazon→
• ReadBook

  SPIN Selling

  Neil Rackham

  Book · Deep read

  Foundational research-driven thinking on how discovery in high-value sales differs from transactional selling.

  Enterprise BuyDiscovery

  Amazon: Open on Amazon→
• ReadBook

  The JOLT Effect

  Matthew Dixon & Ted McKenna

  Book · Deep read

  Useful for understanding why buyers freeze because of decision risk and how sellers can reduce indecision.

  CommitmentLate-stage deals

  Amazon: Open on Amazon→
• ReadBook

  Great Demo!

  Peter Cohan

  Book · Deep read

  Technical proof should demonstrate the few things that matter to the buyer, not everything the product can do.

  PursuitDemos

  Amazon: Open on Amazon→
• ReadBook

  Obviously Awesome

  April Dunford

  Book · Deep read

  Positioning before selling: define the right competitive alternative, category context and differentiated value.

  PursuitAccelerators

  Amazon: Open on Amazon→

• John Kaplan

  Force Management / Revenue Builders

  Business value, qualification and complex enterprise deal execution.

  Enterprise sales

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Andy Whyte

  MEDDICC

  MEDDPICC used as a deal-truth diagnostic rather than CRM bureaucracy.

  Qualification

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Jen Allen-Knuth

  Enterprise sales practitioner

  Executive access, cost of inaction and complex buying groups.

  Executive selling

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Armand Farrokh

  30MPC

  Tactical enterprise AE craft: multithreading, champions, demos and deal progression.

  Enterprise execution

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Peter Cohan

  Great Demo!

  Technical discovery and demos connected to buyer value.

  Technical presalesDemos

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Armand Farrokh

  @armandfarrokh

  Highly tactical enterprise-selling observations around account quality, problem pitching, champions and execution.

  ChampionsExecution

  X: X→
  (opens in a new tab)

• Brent Adamson

  @brentadamson

  B2B buyer behaviour, consensus, Challenger thinking and decision complexity.

  Buyer behaviourConsensus

  X: X→
  (opens in a new tab)
• ReadArticle

  3 Ways to Help Sellers Chart the Buyer Landscape

  Force Management

  The Command Center

  6 min read

  A practical short read on navigating buying committees, finding multiple champions and communicating value at different levels of the organisation.

  ConsensusBuying groups

  Website: Read article→
• ReadArticle

  How to Enable Sellers to Win at the C-Suite Level

  Shelby Bock

  Force Management

  ~9 min read

  Connects value messaging, deep discovery, qualification and champion development to the realities of executive-level selling.

  ConsensusC-suite selling

  Website: Read article→
• ReadArticle

  6 Truths About Professional Buyers: What Sales Teams Need to Know

  Kim Bastian

  Force Management

  ~9 min read

  Demystifies procurement and reframes professional buyers around value, risk and negotiation rather than assuming their only objective is price reduction.

  CommitmentProcurement

  Website: Read article→
• ReadArticle

  Key Takeaways: Economic Buyer Selling with Dick Dunkel

  MEDDICC

  MEDDICC Resources

  7 min read

  A compact guide to what economic buyers actually care about: strategic priorities, business value, metrics, credibility and how budgets are secured.

  QualificationEconomic buyer

  Website: Read article→
• ReadArticle

  Key Takeaways: Champion Building During a Downturn

  MEDDICC

  MEDDICC Resources

  ~8 min read

  Clarifies what a real Champion is and how ROI, risk mitigation and internal advocacy combine when enterprise buyers are cautious.

  ConsensusChampions

  Website: Read article→
• ReadArticle

  How Prospect Theory Drives Sales Experiences

  Veronica Coli

  Challenger

  ~8 min read

  Explains buyer inertia through loss aversion and status-quo bias—and why showing the cost or risk of inaction can be more powerful than adding more upside claims.

  CommitmentCost of inaction

  Website: Read article→
• ReadArticle

  How to Build Industry-Specific Insight Narratives for Sales Teams

  Michael Schaumberger / Challenger

  Challenger

  ~9 min read

  Shows how a strong commercial insight differs from a generic pitch and how to build insight narratives that create urgency in specific industries.

  PursuitCommercial insight

  Website: Read article→
• ReadArticle

  A Quickstart Guide to Positioning

  April Dunford

  Positioning with April Dunford

  ~12 min read

  A concise alternative to reading the whole positioning book: understand competitive alternatives, differentiated value, target customers and market context.

  PursuitPositioning

  Website: Read article→
• ReadArticle

  Who's Qualifying Whom?

  Blair Enns

  Win Without Pitching

  ~6 min read

  A sharp reminder for services and advisory sales: the first conversation is mutual qualification, and expert posture is easily lost by defaulting into presentation mode.

  Selling ExpertiseConsulting

  Website: Read article→
• ReadBook

  Mastering the Complex Sale

  Jeff Thull

  Book · Deep read

  A diagnostic approach for complex B2B environments with many stakeholders, decision points and perspectives.

  Enterprise BuyComplex sales

  Amazon: Open on Amazon→
• ReadBook

  The Trusted Advisor

  David Maister, Charles Green & Robert Galford

  Book · Deep read

  Less about pipeline mechanics, more about becoming someone whose judgment the client is willing to trust.

  Selling ExpertiseConsulting

  Amazon: Open on Amazon→
• ReadBook

  Founding Sales

  Pete Kazanjy

  Book · Deep read

  Useful when creating the first repeatable sales motion around a new product, accelerator or offering.

  PursuitNew offers

  Website: Find the book→

• Ian Koniak

  Enterprise sales practitioner

  Enterprise AE execution discipline and strategic selling habits.

  Enterprise execution

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Pete Kazanjy

  Founding Sales

  Building the first sales motion for products or offers that do not yet have a mature go-to-market system.

  New offerings

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Pete Kazanjy

  @Kazanjy

  Founder-led selling and building early sales motions around products and emerging offerings.

  Founder-led salesEarly motions

  X: X→
  (opens in a new tab)
• ReadArticle

  The Most Important Pricing Skill

  Blair Enns

  Win Without Pitching

  ~8 min read

  Reframes pricing for customised services as a value conversation rather than a presentation, rate card or late-stage negotiation exercise.

  Business ValueServices pricing

  Website: Read article→