All resources
The full library. For a short, ordered path with notes, start from a career move instead.
8 resources
Never Split the Difference
A practical framework for negotiation, built on questions and listening.
On: AE → Enterprise AE, Getting better as an AE, Getting better as an Enterprise AE
How to think about daily outbound
A simple way for beginners to structure daily outbound.
Great Demo!
How to create and run software demos that focus on what the buyer needs.
On: SDR → Account Executive, AE → Enterprise AE, Getting better as an AE
8 things to act on as an AE
Eight practical tips for account executives.
Cold call openers, in one minute
A one-minute video on how to think about cold call openers.
MEDDICC
A guide to qualifying and running complex, multi-stakeholder sales.
On: SDR → Account Executive, AE → Enterprise AE, Getting better as an Enterprise AE
The Qualified Sales Leader
Lessons on hiring, deal inspection and coaching from a five-time CRO.
On: AE → First-time manager, Manager → Sales leader, Getting better as a manager
Amp It Up
On raising standards and pace when leading for growth.