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In today’s environment, every minute matters. AI can help you cut through research clutter and get to what actually matters in a deal faster. Here’s a great prompt we've seen some success with: “Summarize [Company Name]’s hiring trends and product announcements from the last 6 months. Identify any indicators of growth or…
If you’re a sales rep who’s been following along with our Carefrontation series and thinking, “I’d love to get my team talking about this," then you’re not alone. One of the best ways to build a stronger team culture is to be the spark that gets the conversation started. And no, you don’t need a manager title to lead the…
There’s no shortage of AI tools out there. But in a high-velocity pre-sales environment, I’ve found that it’s not about stacking tools, but about choosing the ones that make your team more effective, without slowing them down. I’ve spent the last year experimenting with different AI-driven tools across call prep, coaching,…
Part of my role is helping the team go deep on accounts quickly and AI has become a tool I use regularly in my process. It’s not about replacing research, but accelerating it so we spend more time tailoring our message and less time digging through websites. Here are 3 prompts I regularly use when prepping for a discovery…
One of the highest-leverage skills in any sales process, especially in technical sales, is the ability to uncover customer pain. The kind that’s beneath the surface, not listed on the website or in the RFP. That skill is becoming even more essential as buying committees grow and sales cycles stretch. And while there’s no…
We’re all seeing it with deals taking longer, more people are getting involved, and approvals are tighter. The best reps aren’t just grinding harder because they’re getting smarter about how they move deals forward. Here’s one tip: Treat every week like a micro-cycle. Ask: “What action am I driving this week?” Whether it’s…
These are some practical outlines for enablement leaders, managers, and team champions, but remember: Get approval before trying to just launch into something. If you're an individual contributor, yourr manager should sign off on the content! One of the best parts about Carefrontation is that it doesn’t require a massive…
Running a Carefrontation workshop isn’t just about presenting slides or reviewing the Carefrontation framework with new terminology. It’s about helping teams practice the skill of giving honest, direct feedback while showing genuine care, and actually feeling comfortable doing it. If you're planning or leading a…
I used ChatGPT to help me write this, but I used my examples. Let me know what you think in the comments! 1. Use AI to Prepare for Complex Demos Before any big demo or POC, we drop the customer's public website and relevant call notes into GPT and ask: “Based on this info, what’s the best angle to show value with our…
If your company uses the Opportunity Manager Salesforce application and you've been granted a license, the resources below are available to help with using the app: OM User Guide | CoM & MEDDPICC OM User Guide | CoM OM User Guide | MEDPICC Each of these resources includes best practices, tips, and videos for both reps and…
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