- PROFESSIONAL B2B SALES FRAMEWORKS

Triangle Selling

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About the Book

Fast growth is the name of the game for sales organizations. Long-term success hinges upon a sales team with core skills and tactical frameworks that drive repeatable results.

Regardless of existing sales methodology, market, and company size, Triangle Selling empowers salespeople, managers, and executives to quickly adopt the fundamentals necessary to fuel consistent growth within their organization, onboard effectively, and remain agile in an ever-evolving profession.

Like doctors, lawyers, and engineers who learn fundamental skills and frameworks to drive their work, this third book by industry veterans Sorey and Bray spells out, in practical language, the fundamentals of selling.

What you'll Learn?

1

You'll uncover the Reason prospects buy now

Triangle Selling spells out the tools necessary for a salesperson to conduct B2B discovery that uncovers the Reason for making a purchasing decision. By managing rapport (not just stalking their LinkedIn profile), understanding effective questioning methodology, understanding Buyer Personas based upon job-to-be-done, and developing discovery questions which clearly fall into your Winning Zone - you'll position yourself well ahead of your competition.

2

You'll never do a show-and-tell demo again

Good salespeople know that demos are not supposed to be a one-sided show-and-tell, yet how often do you share your screen and just start talking?  This is where salespeople lose control of the process and momentum slows.  Not anymore.  You'll understand the psychology of the highly-effective demo, and the simple framework you can use to repeatedly have high engagement, continue to uncover pain, and drive velocity to the next stage in your sales process.

3

You'll avoid the 7 deadly deal killers

That's right! There are seven categories of deal killers that are lurking below the surface of every opportunity.  Most salespeople cross their fingers and hope for the best. You'll gain confidence to understand what they are, how to discuss them with your prospect early in the sales cycle, and how to ensure that they don't delay or disrupt your process.

Meet the Authors

Cory Bray

Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory.

He’s a high-value advisor to multiple accelerators, bestselling author, and a dynamic keynote speaker who has spoken all over the world. He thrives on process and making sales accessible, actionable, and scalable to help companies grow.

Hilmon Sorey

Hilmon’s 20-year track record of sales impact ranges from hundreds of startups to companies like Salesforce, Box, and SurveyMonkey.

He is trusted by the fastest-growing companies in the world and is recognized worldwide as a bestselling author, as well as an award-winning speaker and trainer. He's passionate about growing individuals, and teams to create successful companies.

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Triangle Selling

Professional B2B Sales Frameworks

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About the book

Lorem ipsum dolor sit amet, consectetur adipiscing elit. Suspendisse varius enim in eros elementum tristique. Duis cursus, mi quis viverra ornare.

You'll uncover the Reason prospects buy now

Triangle Selling spells out the tools necessary for a salesperson to conduct B2B discovery that uncovers the Reason for making a purchasing decision. By managing rapport (not just stalking their LinkedIn profile), understanding effective questioning methodology, understanding Buyer Personas based upon job-to-be-done, and developing discovery questions which clearly fall into your Winning Zone - you'll position yourself well ahead of your competition.

You'll avoid the 7 deadly deal killers

That's right! There are seven categories of deal killers that are lurking below the surface of every opportunity.  Most salespeople cross their fingers and hope for the best. You'll gain confidence to understand what they are, how to discuss them with your prospect early in the sales cycle, and how to ensure that they don't delay or disrupt your process.

You'll never do a show-and-tell demo again

Good salespeople know that demos are not supposed to be a one-sided show-and-tell, yet how often do you share your screen and just start talking?  This is where salespeople lose control of the process and momentum slows.  Not anymore.  You'll understand the psychology of the highly-effective demo, and the simple framework you can use to repeatedly have high engagement, continue to uncover pain, and drive velocity to the next stage in your sales process.

Meet the Authors

Cory Bray

Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory. He’s a high-value advisor to multiple accelerators, bestselling author, and a dynamic keynote speaker who has spoken all over the world. He thrives on process and making sales accessible, actionable, and scalable to help companies grow.

Hilmon Sorey

Hilmon’s 20-year track record of sales impact ranges from hundreds of startups to companies like Salesforce, Box, and SurveyMonkey. He is trusted by the fastest-growing companies in the world and is recognized worldwide as a bestselling author, as well as an award-winning speaker and trainer. He's passionate about growing individuals, and teams to create successful companies .

Here's what you'll find inside:

  1. Introduction - Why the Triangle?
  2. Why Focus on Sales Fundamentals
  3. Communicating with Prospects
  4. Uncovering Reason
  5. Uncovering Buyer Resources
  6. Managing Resistance
  7. Developing a P.L.A.N.
  8. H.E.L.P. your Prospect
  9. Making Triangle Moves
  10. S.H.A.R.E. Your Demo
  11. G.R.O.W. Pilots and Initial Contracts into Larger Deals
  12. Connect the D.O.T.S.
  13. Proposals
  14. Running the Triangle
  15. Use Cases
  16. Getting Started

...and MUCH MORE!

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