Welcome to issue 91! Did someone forward this to you? If so, Subscribe here!

Starting a newsletter was an idea sparked in December 2024 as a way to simplify sales for founders leveraging my 15 years in software sales. Can’t believe this is now 91-straight weeks of writing it!

And in the last 21 months or so I’ve not only written about all that I learned in my corporate sales roles but also all I’ve learned since coaching founders.

And it’s helped me develop new ways of teaching to simplify things even more.

I’ve created a bunch of frameworks and acronyms to explain these concepts but I’m realizing now that most of you have never seen them. It’s just because many of you are new. (👋 if we haven’t met before!)

So today, instead of having to scour back through all the issues, I’m creating a menu of sorts of some of the most popular frameworks below.

Find the problem you have today and read up on the framework. Take what’s useful and leave the rest for another time. You can bookmark it and return when you hit another roadblock.

→ Use M.O.P.S. This is the structure to building call confidence, repeatedly. Because when you show up knowing the process it allows you to focus on the conversation. Read it here

→ Use the 3 Doors method. Give them a choice instead of a blank page and watch how fast you get somewhere real. Read it here

→ Watch for the Bat-Signal to alert you to key topics you must pry deeper into. Read it here

→ Check for the 4 Horsemen. Usually it's one of these that wasn’t executed on, not just bad luck. Read it here

→ Use G.R.I.P. to understand the only 4 reasons people ever buy. This might inform you how to position your product. Read it here

→ Use O.R.B.I.T. Buyers orbit the problem, again and again, it’s your job to be there for them when they are ready. Read it here

→ Use R.A.D. It helps you continue leading the conversation instead of starting from zero again. Read it here

→ Use C.U.R.T.A.I.N. to understand objections and where they come from so you can address them head-on. Read it here

→ Use the 3A framework to stay in the moment, show you’re listening and redirect the conversation in a positive way. Read it here

→ Use the M.A.P. A shared plan you build with the buyer, out in the open, instead of chasing them over email for updates. Built for larger, B2B deals. ***Read it here***

(BTW, If you sell smaller deals, to individuals or small teams, check out the mini-MAP. Read it here.)

→ Use F.E.E.L. It’s my version of quarterly planning, built for someone who's also doing the work and just needs to take a different approach to it. Read it here

→ Use the Friday Free-For-All and reprioritize the right tasks throughout the week while leaving the unimportant for later. Read it here

Pick whichever one matches what's actually stuck for you right now.

Just one. Go read that full issue before you touch any of the others.

Reply and tell me which one you're going to focus on. I read every one.

Need to get a quick W?

I offer one-time sessions to go deep into the specifics of whats happening today.

→ Set up a deal review audit: It’s deep-dive into active deals and how to get them over the finish line.

→ Get a sales call roasted: I review a real sales call and provide an in-depth, tactical overview for immediate improvement.

Want to build a repeatable sales foundation?

These help you build the skills and systems for the long-haul and a foundation to accelerate growth.

→ 90 Day Sales Accelerator: Hands-on coaching built around your pipeline and growth objectives.

→ Team Workshops: Live team training built around real friction points in your sales process.

→ Fractional Sales Leadership: Ongoing leadership for startups growing out of founder-led sales