Sales Training Techniques For Teams

An executive buyer at a $5B company is never going to read your deck. Here's how top enterprise sellers create an executive-level POV that builds credibility and closes deals: The problem? Most sales decks are detailed, product-focused, and never make it to executives. You need a way to simplify your value. The below framework works because it maps to their highest priorities, teaches them something new, and addresses problems they didn't know were impacting their business. Here's how it works: Part 1: You're trying to achieve X Insert their highest-level goals (launch an AI initiative, improve margins, grow revenue, mitigate risk). Think CEO-level initiatives, not tactics like "improve productivity." Part 2: But what's getting in the way is Y Educate them on what's happening at ground level. Executives are often removed from the manual work and pain their teams face. Teaching them something new about their business that they don't already know? That's how you establish instant credibility. Part 3: We can solve for Y by doing this Explain how your solution addresses the problem you just educated them on. Part 4: By solving this, you can accelerate achieving your goal Connect it back to their vision and highest priorities. ——— Real-life example using TitanX (a client who helps improve outbound connection rates): "You're trying to grow revenue 20% this year. A major strategy is building pipeline, so you doubled your BDR team from 50 to 100—spending an extra $5M. But what's getting in the way? Only 1 in 10 prospects pick up the phone. So even with 100 BDRs, each rep needs 100 dials to book just 1 meeting. You're not getting 2x the pipeline because the connect rate is killing you. We can solve this by increasing your connect rate from 10% to 25% using call intent data. We analyze your database and surface the prospects most likely to pick up, instead of blindly calling every lead. By doing that, those same 100 dials become 25 pickups instead of 10. If your reps keep their same meeting conversion rate, that's 2.5 meetings per 100 dials instead of 1. That's 2.5x more appointments from the $5M you invested, which builds the pipeline you need to hit your 20% growth goal." You can take this to a CRO, CFO, or head of sales. It's compelling because it uses their numbers and maps directly to their goals. Your assignment: Watch the full training below, then plug your solution into this framework. Use your customer's actual numbers. The specificity is what makes this work. Try it out and let me know how it goes.

One question turns failed PropTech pitches into closed deals. And most vendors never ask it. Here's the strategy alignment secret nobody's talking about. Last week, I watched another great product get rejected. Strong features. Clear value prop. But they pitched long-term efficiency to a merchant builder focused on exit value. Now they're wondering why the deal went nowhere. Here's how to align your pitch with their investment strategy: 1. Focus on strategy, not just asset type The secret isn't just knowing office from multifamily. It's understanding their investment timeline: Most vendors only see: • Office vs. retail • Multifamily vs. industrial • Class A vs. Class B Smart sellers also ask: • Hold period length • Exit strategy • Value creation timeline • Cash flow priorities Most fail because they stop at asset class. 2. Tailor your pitch to their timeline For long-term holders, focus on: • Operational efficiency • NOI improvement • Portfolio-wide impact • Solution stability • Compound ROI over time For short-term players, emphasize: • Repositioning acceleration • Lease-up support • Quick implementation • Flexible contract terms The timeline mismatch breaks more deals than price. 3. Ask the right questions first Start with: • "What's your typical hold period?" • "Are you looking to stabilize and hold or exit?" • "How do you handle property management?" • "What's your current solution stack?" Not: • "What types of properties do you own?" • "How many units do you have?" • "What systems are you using now?" • "When can we demo our product?" 4. Connect your value to their strategy Your pitch should show: • ROI within their ownership window • Value that matters to their strategy • Implementation that fits their timeline • Flexibility that matches their exit plans Never assume: • All owners want long-term savings • All GPs prioritize NOI • All buildings are forever holds • All operators think the same 5. Become a strategic partner Investment strategy changes everything: • It shapes their decision criteria • It determines their value metrics • It drives their timeline needs • It defines their success The difference between just another vendor and a strategic partner is understanding their investment strategy. Want to learn how the best PropTech companies align their pitches to investment strategies? Check out our free PropTech Pipeline Playbook email course in the comments.

I warmed up a prospect for 3 months on LinkedIn before our first call. They signed a £75K deal in 3 days. Modern selling demands a new approach: cold outreach fails, warm relationships win. Think about it... That prospect had consumed 47 of my posts. Watched my videos. Read my articles. Engaged with my content. By the time we jumped on that first call? They already trusted me. They already knew my approach. They already understood the value. I didn't have to sell them. They'd already sold themselves. Here's my framework for turning content into closed deals: 👇 1. Build trust at scale BEFORE the pitch Stop spraying and praying with cold messages. Start building relationships through value. Each post builds trust. Your insights mark credibility. Stories create connection. Your content is doing the heavy lifting while you sleep. 2. Let buyers self-educate on THEIR timeline Modern buyers don't want to be sold to. They want to discover solutions themselves. ↳ 70% of the buying journey happens before they talk to sales ↳ They're researching you before you even know they exist ↳ Your content is either attracting or repelling them Give them what they need to make informed decisions. 3. Recognize the REAL buying signals Forget MQLs and SQLs. Think about PQLs (product qualified leads) Here's what actually matters: - Multiple engagements across different posts - Bringing colleagues into the conversation - Asking specific, detailed questions - Moving from public comments to private messages These aren't leads. These are pre-qualified buyers. 4. Keep momentum BETWEEN meetings Here's where most deals die: The 167 hours between your calls. While you're chasing other prospects, your buyer is: ↳ Getting cold feet ↳ Talking to competitors ↳ Forgetting why they were excited Smart sellers stay present even when they're not there. This is where tools like Consensus come in. They let buyers explore demos on their own time. Answer their questions at 10 PM. Share materials with their team. Stay engaged between touchpoints. It's how you keep social selling momentum right through the demo stage. https://lnkd.in/ePVWw-Bi 5. Close with confidence, not pressure When trust is already built? When value is already proven? When buyers are already educated? Closing feels natural, not like a battle. The best deals I've ever closed felt inevitable. Because the relationship started months before the opportunity. Here's what this approach delivers (in my experience): ✓ Significantly faster sales cycles ✓ Much higher close rates ✓ Bigger deal sizes (pre-sold = less negotiation) ✓ Happier customers (they chose you, not the other way around) Stop thinking of social selling as "nice to have." Start treating it as your primary sales strategy. Your next big deal isn't in your CRM. They're scrolling LinkedIn right now. What content are you creating to catch them? #ConsensusPartner

I love MEDDIC, it's been the guiding principle for how I've closed millions in Enterprise SaaS over the past 12 years. Not for the reasons you think though. MEDDIC can be very seller first if you don't use it properly. It's not just about filling out fields in Salesforce...it's about firing up your champions/buying committee to take action. Metrics Old lens: “Quantify the economic impact of your solution.” Buyer first lens: Co create measurable outcomes that matter to the buyer. Ask: “What would success look like for you six months after implementation?” Purpose: Show you care about their scoreboard, not your quota. E Empowered Champion Old lens: “Find the internal advocate who sells for you.” Buyer first lens: Empower an internal leader to create change with confidence. Ask: “Who feels the most ownership of solving this problem internally?” Purpose: Make them the hero of the story, not your mouthpiece. D Decision Criteria Old lens: “Understand how they’ll choose a vendor.” Buyer first lens: Clarify what matters most to them and why, then design around it. Ask: “When you’ve made great decisions in the past, what made them great?” Purpose: Align to their values, not your feature list. D Decision Process Old lens: “Map the approval steps to close faster.” Buyer first lens: Guide them through a friction-free buying journey that protects their time and reputation. Ask: “What’s the smoothest way to get this evaluated without adding noise internally?” Purpose: Be their internal project manager, not a pushy seller. I Identified Pain Old lens: “Uncover pain to create urgency.” Buyer first lens: Understand the human and business cost of the status quo. Ask: “What happens if nothing changes and who feels that most?” Purpose: Build empathy and shared motivation to act. C Champion Old lens: “Build and maintain a strong internal ally.” Buyer first lens: Develop mutual accountability with your internal partner. Ask: “How can I make you look good internally as we do this together?” Purpose: Shift from extraction to collaboration. TLDR...make it about them and not about you or your forecast and watch the magic happen Thoughts? #sales

I’ve built and led sales teams from scratch. And there’s ONE channel I see revenue leak over and over again... (and it’s not that £50k event you spent scanning badges at a stand…) It's here.. Yep.. surprise surprise it's LinkedIn. Every team I look at, it’s the same pattern. Strong outbound. Decent process. But then you open the team on LinkedIn… and there’s no surface area. The problem is your outbound is a single touchpoint. Your LinkedIn presence is the environment that touchpoint lands in. And most teams optimise the first and ignore the second. If you want this to actually move pipeline, it needs to be treated like part of sales execution: 1. Stop thinking “posting”. Start thinking “account exposure” Your reps shouldn’t just post into the void, they should be visible around the accounts they’re targeting. That means: • commenting on ICP posts consistently • engaging before outreach (not after) • showing up in the same feed as their prospects You’re building recognition before you ever send a message. 2. Tie content directly to live deals Most content is generic because it’s disconnected from reality. Your best content is already in your pipeline: • objections that keep coming up • questions prospects ask on calls • where deals get stuck f it’s happening 5+ times in conversations, it should exist on LinkedIn. 3. Build “minimum viable profiles” across the team You don’t need creators, you need profiles that answer, fast: • what do you understand? • who do you help? • how do you think? Recent activity matters more than old experience. If someone lands on the profile and sees nothing recent, you’re back to zero. 4. Align posting with outbound waves Most teams treat these separately. Better approach: • rep warms up a segment (engagement + content) • then outreach starts • then content reinforces during follow-ups You’re not relying on a single moment anymore. 5. Don’t isolate this to SDRs Here is the BIG mistake. Your AE gets checked before the call, your manager gets checked mid-deal, if visibility drops at any stage, trust drops with it. This needs to be across the WHOLE sales chain. 6. Measure leading indicators differently You won’t see this purely in “likes”. Look at: • connection acceptance rates • reply rates by rep • speed to first response • profile views from target accounts • conversion rate • and of course inbounds (yes DO add UTM links on each sales rep profile) 7. Prioritise comments over posts early on Everyone focuses on posting. But comments: • get you in front of the right people faster • attach you to existing conversations • build recognition without needing distribution Most teams are still trying to win inside the sequence. The edge right now sits outside of it. If your team has no presence on LinkedIn, every outbound starts from zero. If they’re visible in the right places, outbound becomes a conversion layer, not just an entry point. That’s where the difference is 👌🏼

After 204 closed deals Here is how I use MEDDICC to create momentum immediately. (This is the version I wish I had when I started) Not theory. Not tick-boxing. Just part of the workflow. When I started as an AE, I just brushed through the sides in the book and moved on. Turns out that made me chase deals that weren't even real deals. My message: If you want to be a true seller. Learn MEDDICC. Period. Here’s how to actually use MEDDICC as an AE — not just talk about it in pipeline reviews. 1. 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 — 𝗧𝗶𝗲 𝘁𝗼 𝗻𝘂𝗺𝗯𝗲𝗿𝘀 𝗲𝗮𝗿𝗹𝘆 → Ask: “If we solve this, how would we measure success?” → Example: “10 hours/month saved = 120 hours/year = $X cost recovery” How I use it: Always mention measurable impact by call 2. If they can’t quantify it, it won’t get prioritized. 2. 𝗘𝗰𝗼𝗻𝗼𝗺𝗶𝗰 𝗕𝘂𝘆𝗲𝗿 — 𝗡𝗮𝗺𝗲 + 𝗳𝗿𝗮𝗺𝗲 → Ask: “Who owns the budget for something like this?” → Or: “Who would feel this ROI the most?” How I use it: I try to identify + involve them before the demo. If I can’t, I always ask to loop them in during proposal. 3. 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗖𝗿𝗶𝘁𝗲𝗿𝗶𝗮 — 𝗪𝗿𝗶𝘁𝗲 𝘁𝗵𝗲𝗺 𝗱𝗼𝘄𝗻 → Ask: “What’s most important when comparing vendors?” → Bonus: Confirm priorities back in writing. How I use it: Build my proposal in their words. Not mine. 4. 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗣𝗿𝗼𝗰𝗲𝘀𝘀 — 𝗞𝗻𝗼𝘄 𝗲𝘃𝗲𝗿𝘆 𝘀𝘁𝗲𝗽 → Ask: “What are the formal steps before we can get this signed off?” → “What’s happened in previous similar purchases?” How I use it: I build a mini deal plan inside every recap email. Align dates + next steps to keep everyone honest. 5. 𝗜𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝗣𝗮𝗶𝗻 — 𝗚𝗼 3 𝗹𝗮𝘆𝗲𝗿𝘀 𝗱𝗲𝗲𝗽 → Ask: “What happens if this stays the same?” → And then: “What’s the impact on you personally?” How I use it: If I can’t name a pain and a consequence, I disqualify or re-discover. No shallow pain = no deal. 6. 𝗖𝗵𝗮𝗺𝗽𝗶𝗼𝗻 — 𝗕𝘂𝗶𝗹𝗱 𝗼𝗻𝗲 𝗼𝗿 𝗺𝗼𝘃𝗲 𝗼𝗻 → Ask: “Who else agrees this needs to change?” → Test them: “If I sent this recap to your CFO, what would they say?” How I use it: A real champion will coach you. If they won’t, they’re just an influencer. 7. 𝗖𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝗼𝗻 — 𝗡𝗮𝗺𝗲 𝗶𝘁. 𝗗𝗼𝗻’𝘁 𝗳𝗲𝗮𝗿 𝗶𝘁. → Ask: “What other options are you exploring?” → And: “What do you see as the key differences?” How I use it: Position by comparison, not defensiveness. Your job isn’t to bash—it’s to guide. How to bring it all together? Create a simple MEDDICC tracker per deal → I used a Google Sheet, now Hubspot → 1 row per deal, 7 columns, updated after every call → Color code: Green (locked), Yellow (in progress), Red (unknown) My bottom line: MEDDICC isn’t a checklist. It’s a deal-quality mirror. Use it live, not just retro. Use it early, not just in QBRs. Yours, JBTHE(MEDDICC)AE 𝗣𝗦. 𝗪𝗮𝗻𝘁 𝗮 𝗠𝗘𝗗𝗗𝗜𝗖𝗖 𝘁𝗲𝗺𝗽𝗹𝗮𝘁𝗲? 𝗗𝗿𝗼𝗽 𝗠𝗘𝗗𝗗𝗜𝗖𝗖  𝗶𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁𝘀. #sdr #ae #coldcalling SDRs of Germany

Is your team is losing more deals or hearing “no decision” too often? I’ve been doing win/loss reviews with my clients, and some patterns are too clear to ignore. 🪄 The more you know, the more you win! In deals that closed, sellers knew more than five buying influencers. In losses, they knew about two. We call that multi-threading, but really it just means knowing everyone who matters. If your sellers do not, the odds are already against them. 🪄 No decision is still a decision More deals are ending with no decision. Buyers are exhausted. They have compared too many options, read too many AI-generated suggestions, and now everything looks the same. When they do not feel confident, they freeze. They stick with the pain they know instead of the change they do not. 🪄 Dump the BANT discovery Ghosting after discovery calls is out of control. Sellers tell me, “They were so engaged!” Then nothing. Buyers were interested, but the discovery call did not teach them anything new. It did not add value or show insight. So they went cold. Want to stop the ghosting? Make your discovery call the one meeting that actually helps them think differently. Always agree on a clear next step. 💥 What sellers need to know now The best sellers today know: What a day in the life of their buyer looks like What insights bring real value How to guide a team to consensus How to build buyer confidence Here is the truth. Most buyers do not know how to buy from you. This may be their first time buying a solution like yours. They might not even know how to get it approved internally. Your sellers’ job is to guide them through it. Share examples, insights, and stories from other companies that made similar decisions. Those sticking to outdated methods are losing deals. Those meeting customers where they are and bringing useful insights are winning. If you are the CEO, ask your leaders: ✅ Is our ICP still aligned with our best-fit customers? ✅ Are our personas actually involved in recent wins? ✅ Has our customer journey changed? ✅ Does our discovery process impress or bore buyers? AI has changed the way buyers buy. Has it changed the way your sellers sell? Use AI to learn and prepare, but let it make your team more human, not less. Your turn: What are you seeing in your own win/loss reviews right now? Where are your sellers getting stuck: multi-threading, no decision, or discovery? If this resonates, share it with a CEO or sales leader who needs to see it. 🪄 I'm Alice Heiman and I help CEOs drive revenue the easy way.

CMOs & CROs.....Brace yourselves: iOS 26 is about to rewire cold calling. Come September, Apple launches a new Call Screening feature that fundamentally changes the channel of outbound calls: - Cold call from an unknown number? It won’t ring. - The rep must leave a quick intro message = name + reason. - That message is transcribed and shown as a text preview. - Only then does the prospect choose to answer or decline. Translation: Less volume. More friction. Less control. And let’s be real: if your team is already struggling to book pipeline, this will wreck your dialer strategy. Your strategies need a reset: - Every call counts now. - Only high-intent prospects will pick up—every opener better spark interest in 8 seconds or less. - Elevate your voicemail game. - Your intro is the make-or-break moment—invest in script training, tone, clarity. - Diversify outreach. Pure cold calling and ads won’t cut it anymore: - Personal LinkedIn audio/video - Video-first email sequences - Seed content & social signals before calling - Activate on intent signals only to be REALLY relevant Your brand is your barrier breaker. A recognized individual voice changes caller ID from “spam” to “connection.” If your reps aren’t building presence on LinkedIn, this hurts bad. TL;DR Apple is not just dialing privacy - it’s dialing down your outbound volume. You can: Blame it on Apple Or double down and de-risk your pipeline Your move: Does your team have 8‑second screen-tested openers ready? Who’s coaching storytelling at scale? Because the funnel is shrinking. Stay ahead.

I see a lot of sellers using case studies the wrong way. It’s backfiring (without them knowing). Try this instead: When I was pursuing Fortune 500-level brands with transformational deals, we had to be really purposeful with who we showed as examples and why. They had to be just right for the situation. Here are the 3 categories and when to use them: 1/ THE COMPETITOR Using someone in their industry can work, but only if they are NOT the category leader. Otherwise, you risk pissing them off. 2/ THE NORTH STAR Other times we’d position another category leader outside their industry because we knew that company publically talked about improving a very specific area (like customer experience) and the example we provided would be an inspirational North Star for them to emulate without any conflicts in their category. Example: Using Disney to inspire a healthcare company to improve digital customer journeys. 3/ THE PARTNER Finally, the third move was offering up a complimentary case study where there were partner connections for the brand and we could facilitate strategic exec-to-exec peer discussions. Example: We shared with Delta what Virgin Atlantic was doing, knowing Delta had a financial stake in that airline. We also shared innovations T-Mobile was doing using our tech knowing TMO was their preferred onboard in-flight messaging partner. The framework: Choose the right case study for the right situation. Not all are created equal. 🐝

100% of companies will tell you they want a learning culture...but why then does learning become something that's done 'when things calm down'? Because in many places, they never do 🤷♀️ What I mean by a learning culture is when an organization is set up so that people continuously get better at their work, every week, not by accident, but in an intentional, structured way- supported by their learning habits and behaviours. A learning culture is most visible when it's normal and expected to share the problems you see, share what you don' know, share the knowledge you have and listen to hear what others have to say. And the best way to create this culture?? Through continuous micro behaviour and habit changes. Such as... 1) End meetings with a 2-minute “What did we learn?” Ask: What did we learn today? What should we do differently next time? 2) Replace “Who did this?” with “What in the process allowed this?” When something goes wrong, model the language: “Let’s fix the system, not hunt a person.” 3) Make one question your default answer to a problem: "What do you think happened and what should we do? It trains people to think, not just react. 4) Turn mistakes into a 5-minute “lesson captured” Store it somewhere visible (Teams channel, shared doc, noticeboard). 5) Normalize “I don’t know… yet” Leaders say it first. 6) Do a weekly “one improvement” round In a huddle or team check-in- each person shares one small improvement they made or noticed. 7) Use “ask and listen” after decisions or training After explaining something, ask: “Can you tell me what you understand from what I said?” Not to test people- to confirm shared understanding. 8) Create a “question parking lot” that actually gets answered When questions come up mid-work, park them. Assign an owner and a date. 9) Praise learning behaviours, not just outcomes Catch people doing the right things and say thanks! 10) Build a micro-habit of feedback Once a week, everyone gives one piece of helpful feedback to someone. Really importantly, while these ARE simple tweaks to habits and behaviours, they require people to step out of their comfort zone- and that challenge has to be recognized and supported. What have you seen or introduced to shape a learning culture? What gets in the way? Leave your comments below 🙏