Stakeholder Archetype Cards
Identify the real power-base in your prospect’s organisation. Six archetype cards help you recognise each stakeholder, gauge their influence, and decide how to engage the Change Agents and drive consensus.
Customer Behaviour Profiling
Understand how your customer prefers to buy. This DISC-based tool helps you profile a prospect’s behavioural style so you can adapt your approach, questions and pace to suit them.
The Sales Companion
The online companion to the novel. Eleven sections that explain and expand each stage of the EDVANCE sales process as the story unfolds, with questions to apply it to your own opportunities.
Opportunity Strategy Framework
A structured way to plan and win a complex B2B opportunity: analyse the situation with SWOT, understand the players with DISC, and choose the right strategy for your position in the deal.
Watch: Sales Leader Forums
Over 400 videos on B2B sales and sales leadership, produced by the authors through Sales Leader Forums. Interviews, technique and commentary to sharpen your professionalism — free on YouTube.