P.S.I. Selling Content

This is your one stop shop for the insights you need to power your sales team!

Featured Content

2024.09.20 Demos Principles for Structure and Impact.jpg

The Hidden-Gem Hiring Process

Lots of companies hire bad sales reps because they fool themselves: They chase after reps that look great but can't deliver. Get the great reps that other companies miss by following the hidden-gem hiring process.

Action-Focused Onboarding

The standard startup sales onboarding plan can be described in three words: sink or swim. You can do better. Build onboarding exercises that give your reps practice solving the challenges they'll face in the field.

Guerrilla Sales Enablement

Bad enablement causes good employees to fail, creating continuous staff churn that burns revenue and commercial opportunities. You can enable your team even with limited resources; this article will show you how!

Video: Summary Slides

Ensure that your main value messages shape actual sales conversations and impact prospects' internal deliberations. Summary Slides make that happen by summarizing your value Themes. This video shows you how to build and use Summary Slides.

Discovery: What did we Learn?

Your team is probably falling into the discovery doom loop of not gathering useful information from prospects. Break the loop! Get the information you need to sell effectively and use it to shape your sales conversations.

Demos: Principles for Structure and Impact

Too many teams lose winnable deals by giving demos that spew features instead of proving value. Here's how to run a software demo that advances the sales process.

Four Modes of Negotiation

Looking for a magic bullet to become a great negotiator? Good luck! Great negotiators adapt to context and choose the right mode of negotiation for the situation. This article will show you how.

The Right Way to Shorten Sales Cycles

We all want shorter sales cycles, but just pressuring the sales team won't make it happen. Here's how to get the whole company aligned on this critical mission.

Contact P.S.I. Selling

Articles and Presentations

2024.09.09 Setting VP of Sales Up to Succeed Series.jpg

Sales Stories

Arm your yourself with the skills you need to communicate value, plan strategies, and lead a team. This series of articles covers the major sales conversations, skills, and processes that drive success. It features actionable lessons and real-life sales stories.

Building Your Startup Sales Process

Build a startup sales process the P.S.I. way. This video series shows you how to define value Themes and use those Themes to build your major sales conversations. The result is a sales process that proves value.

Setting Your VP of Sales Up
to Succeed

Most early-stage startups set their VP of Sales up to fail. That wastes time and money... and can kill your company. Check out this series to see how to help them succeed!

Selling to Business Needs

Let's equip our sales teams to understand business needs and sell to them instead of just dumping features. This series shows reps how to use major business frameworks in real sales situations to prove value.

Annual Revenue Planning

Don't plan by tossing numbers in a spreadsheet and hoping for the best. Instead, think through your revenue buckets and plan to maximize each. This series will show you how!

Podcast: Thoughts on Selling

Lee Levitt and I had an amazing conversation that covered tips for setting new sales leaders up to succeed, managing client relationships, and empowering sales reps to be their best.

The P.S.I. Blog: All Our Posts!

The Full Blog

P.S.I. Selling's full list of short posts and full articles. Enjoy!

Contact P.S.I. Selling