The Compass Substack
John Stopper, Anuj M. KachapatiEnterprise Sales Strategy
| Platform |  | Pricing | Only free issues | Publishes | Weekly |
|---|---|---|---|---|---|
| Issues | 37 | Founded | 2 years ago | Last Issue | 8 months ago |
| Active | |||||
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essays.northstar8.comLatest Issues
Platform v Product Sales Strategy
Some missed forecasts come from one mistake: running a product sales motion on a platform deal.
Foundation vs. Appliance
When I built my home, I chose an architect to design the new house around the foundation of an 1800s barn. That...
The Controlled Chaos Strategy
The Controlled Chaos Strategy: Why Today’s High-Performing Sales Professionals Don't Follow a Fixed Sales Playbook
Most legacy B2B sales models have you follow a fixed, step-by-step sales process to close business. Sales forecasts are...
Essentialism in Sales Strategy: The Power of No.
Sales strategy is the discipline of creating and leveraging power.
The first step to power is knowing what to exclude.
Steve Jobs said it best:
“Focus means saying no to the hundred other good ideas. Innovation is saying no to 1,000 thi...
The Lock & Flank Strategy
The Efficiency Sales Trap
The Reality in One Statistic
90% of B2B salespeople sell an efficiency value proposition.
“My offering is faster, better, cheaper.”
But that is an exposure:
- It is only one of six possible value typ...
Sales Profile
Close More Business: Make Your Intelligence More Strategic
Almost everyone involved in B2B sales today uses sales intelligence tools like ZoomInfo, Gong, Sales Navigator, Salesforce, and HubSpot. You gather the data so you know ho...
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Authors
The writers behind this newsletter.
Creating and developing the next generation of sales & marketing systems leveraging the power of AI.
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