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Resources - Sales


Abstract illustration of a Sales Funnel

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Our focus is on sales, the driving force behind revenue generation. This resource has proven invaluable to other business owners. In a world overflowing with content, we've distilled the essentials to ensure the best return on your time. Whether you’re just starting to build your sales process or fine-tuning advanced strategies to close deals more effectively, you’ll find tools and insights tailored to your needs.


We use the following Framework:


Tactical Insights:

  • Focuses on ideas, strategies, and methodologies.

  • Helps you understand what to do and why it matters.

  • Examples: Frameworks, theories, methodologies, strategic insights.


Tangible Solutions:

  • Focuses on execution, tools, and actionable steps.

  • Helps you know how to do it and apply it.

  • Examples: Templates, checklists, case studies, toolkits.


Tactical Insights

Books

  1. To Sell Is Human by Daniel H. Pink

    1. Pink has a gift for writing clearly. I’ve always found his work easy to read and digest. He can take some complex concepts and make them understandable and actionable.

  2. Yes! 50 Scientifically Proven Ways to Be Persuasive by Robert Cialdini, Noah Goldstein, and Steve Martin.

    1. Great book to review your entire sales literature to see if there are any tweaks you can make to improve the process.

  3. Getting to Yes by Roger Fisher and William Ury

    1. A masterclass in creating win-win negotiations by focusing on shared goals and creative solutions. I don’t normally agree that a sale is a hostile negotiation (if a new prospect is hostile at the beginning of a sales cycle, it’s probably quite a clear indicator as to what they will be like going forward right?). I do agree with Ury in emphasising the value of developing mutually beneficial options and brainstorming creative solutions that meet the needs of all parties. Using this in a sales process can “unlock” so much for you in understanding how to delight a customer.

  4. Made to Stick by Chip Heath and Dan Heath

    1. This book is fantastic for anyone looking to make their ideas resonate with customers.

  5. Building a StoryBrand by Donald Miller

    1. A simple framework to clarify your messaging, making the customer the hero and your business their guide. It’s perfect for crafting sales pitches, presentations, and even email templates.

  6. $100m Offers by Alex Hormozi

    1. Again takes a wealth of information and distils it into understandable pieces. A no-nonsense guide to crafting irresistible offers that maximise value and drive sales.


Podcasts

  • Masters of MEDDICC: David Weiss - https://link.tribe-consult.com/MoMDavidWeiss

    • I’ve reviewed as many frameworks as possible in the past to try and remain somewhat “system agnostic” but time and time again, I find MEDDIC, as a framework to both qualify prospects and to utilise in the sales process, has come up trumps against the others.


Video


Tangible Solutions

  • Checklist: https://link.tribe-consult.com/10TacticsBoostSalesSuccess Our 10 hits based off the books above.


    This checklist is designed to help you stay steady and focused in your sales conversations, ensuring a smoother journey toward decisions. We created it for our clients, and now we’re sharing it with you.


  • Template: https://link.tribe-consult.com/TemplateTribePersonaBuilding Creating your customer persona with a hot tip to get it done in minutes!


    Who is your ideal customer persona? Before you rush out to sell all your products and services, you need to know who you want to sell to. Many can get weighed down too early in too much detail like psychographics ("they listen to Alanis Morissette and wear blue on Thursdays") or businesses fill one out and then forget about it. We think they are a strong building block for the departments of Sales (who are you selling to), Marketing (how you are reaching them) and Strategy (how your customers dictate the journey your business can go on). We have created this resource for our clients which we are now putting here for anyone to use. We hope you find it helpful. It’s no mistake that the businesses that are consistently doing well focus heavily on "who their customer is", and "how their business delights them".


 
 
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