Tagged: AE tactics
Every SalesTap article filed under AE tactics. Practical B2B sales tactics, frameworks, and data — updated daily.
Ghosted After a Verbal Yes? Recovery Scripts
Ghosted after a verbal yes? Use these recovery scripts and a 48-hour follow-up framework to surface the real objection and revive stalled deals.
Ghosted After Pricing? The 4-Touch Follow-Up
Ghosted after the pricing call? Here's the exact 4-touch follow-up cadence, copy, and timing to re-engage buyers without discounting or chasing.
Ghosted After the Proposal? 4 Emails That Work
Ghosted after sending the proposal? Use these four follow-up emails to force a decision, surface real blockers, and clean up your late-stage pipeline.
'We Tried It Before' Objection: Recovery Scripts
Recovery scripts for the 'we tried it before and it failed' objection, with a three-question diagnostic to identify the real failure type.
'Your Price Is Too High': 5 Scripts That Hold
Five first-call price objection scripts that hold the line without discounting, plus the responses that quietly damage deals before discovery.
Champion-Building Scripts for the Boss Objection
Champion-building scripts for when a prospect says 'I need to run it by my boss'—how to co-sell, rehearse, and avoid the follow-up black hole.
'We Already Have a Solution' 5 Reframe Scripts
The 'we already have a solution' objection is a reflex, not a verdict. Five scripts that convert status-quo pushback into diagnostic conversations.
The Weekly Sales Meeting Agenda That Works
A weekly sales team meeting agenda that runs 45 minutes, follows five timed blocks, and actually makes reps better sellers instead of auditing them.
Close Plan Template That Actually Closes Deals
A close plan template only works when the buyer co-authors it and anchors to their own deadline. Here's how to build one that holds up in forecast.
How to Write Case Studies Reps Actually Use
A sellable customer case study is built around a buyer objection, not a logo. Here's how to commission, structure, and test one reps will use.
Sales Battlecard Template: 7 Must-Have Sections
A sales battlecard template that actually gets used mid-call: the seven sections that matter, with landmines, objections, and walk-away criteria.
The 7 Sections Every AE Account Plan Needs
An AE account plan template that actually gets used: the seven sections that matter, what to cut, and how to keep the plan alive past week one.
The Discovery Call Checklist That Actually Works
A tactical discovery call checklist for B2B AEs: 20-minute prep routine, the question sequence that earns real answers, and how to lock next steps.
How to Write a Sales Proposal That Closes
A sales proposal template and section-by-section guide for B2B AEs, built around the buyer's decision, not your company's feature list.
Loss Aversion in B2B Sales: Framing Risk Right
Loss aversion beats upside pitches in B2B sales. Here's how to frame risk, cost of inaction, and stakeholder fears to move stalled deals forward.
Reading Buying Signals in Email Reply Patterns
Buying signals hide in email reply timing, cc lines, and language drift. Here's how experienced AEs read the meta-data buyers don't know they're sending.
Handing Off Deals From SDR to AE Cleanly
The SDR-to-AE handoff is where pipeline quietly dies. Here's how to keep momentum with a written brief, a pre-call sync, and a return channel.
How to Prioritize a Pipeline Where Everything
Pipeline management gets harder when every deal feels urgent. Use this triage framework to separate real momentum from motion and forecast with confidence.
Re-engaging Ghosted Prospects After 6 Months
Re-engaging a ghosted prospect after six months takes more than a check-in email. Here's how to reset the frame, pick the right angle, and get a reply.
Build a Deal Scoring Model Without a Data Team
A deal scoring model you can build in a spreadsheet this week, using your last 40 closed opportunities and seven signals that actually predict wins.
Competitive Displacement Playbook for B2B Sales
A competitive displacement playbook for unseating incumbent vendors: how to find fractures, build the cost-of-staying case, and neutralise counter-moves.
Rebuilding Sales Team Trust After Layoffs
Rebuilding trust with a sales team after layoffs is a tactical problem, not an emotional one. Here's the order operations that actually works.
The Decoy Effect in B2B Pricing That Closes
The decoy effect quietly drives buyers toward your target pricing tier. Here's how to structure three-option proposals that close at higher ACV.
Reciprocity in sales without losing leverage
Reciprocity in sales works on a curve, and most reps overshoot the peak. Here's how to give real value without training buyers to expect free work.
Selling Against an Incumbent Without Trashing Them
Selling against an incumbent vendor without attacking them protects your credibility and gives your champion a story they can actually tell internally.
Build a Mutual Action Plan Buyers Actually Use
A mutual action plan only works if the buyer co-owns it. Here's how to build a MAP that survives past the demo and forces real commitment.
When to split a deal into multiple CRM opps
Splitting a deal into multiple opportunities keeps your pipeline honest. Here's the test to apply, five scenarios that warrant it, and when to resist.
Voicemail Scripts That Get AEs Callbacks
A practical voicemail script framework for AEs: how to engineer callbacks instead of pitching meetings, with a worked example and what to cut today.
How to scope a POC that closes, not stalls
A tactical guide to scoping a proof of concept that drives a buying decision, with the four pre-POC agreements and stall signals every AE should know.
Promoting SDRs to AE Without Breaking Both Roles
Promoting an SDR to AE on tenure alone wrecks pipeline on both sides. Here's how to structure the transition so neither role takes the hit.
The Sunk Cost Trap in B2B Sales Deals
The sunk cost trap explains why qualified prospects stay with failing vendors — and how to dismantle it before your displacement deal stalls out.
Anchoring in Price Negotiations That Holds
Anchoring in price negotiations decides the final number more than any concession. Here's when to drop the first figure, and when to refuse one.
Selling to a Committee With No Clear Owner
Selling to a committee with no clear decision owner requires a different playbook. Here's how to engineer consensus, multi-thread, and force a date.
Unstick a Deal Stuck in Legal Review
When a deal is stuck in legal review for weeks, the contract is rarely the real blocker. Here's how to diagnose the bottleneck and move it.
Forecasting Upside Without Sandbagging or Fantasy
Forecasting upside accurately means killing both sandbagging and wishful thinking with a two-question test, conversion benchmarks, and weekly inspection.
Multi-threading deals: building 3+ champions fast
Multi-threading deals is the cheapest insurance against single-champion risk. Here's how to build three durable internal advocates before proposal stage.
Renegotiating Renewals Without Losing the Account
Renewal negotiation tactics that hold the account and improve the economics — how to reframe value, trade structure for price, and set a real walk-away.
BANT vs GPCT vs MEDDPICC: How to Use All Three
Qualification gets sharper when you run BANT, GPCT, and MEDDPICC side by side. Here's how top AEs use all three lenses on the same deal without overloading discovery.
Land-and-Expand Playbook for 10x Account Growth
A tactical land-and-expand playbook for turning a $20K wedge into a $200K account through wedge selection, stakeholder mapping, and contract design.
Run a Sales Kickoff That Changes Behaviour
A practical sales kickoff playbook for VPs and managers who want SKO investment to show up in next quarter's calls, deals, and forecast.
Build a Sales Playbook Reps Actually Use
A sales playbook only works if reps open it mid-deal. Here's how to structure, surface, and update one they'll actually reach for under pressure.
Building a Deal Desk That Actually Closes Deals
A practical deal-desk operating model that aligns pricing, legal, and sales — with tiering rules, fallback libraries, and SLAs that hold up under quota pressure.
SMB Playbook for Selling to Founder-Buyers
An SMB sales playbook for closing founder-led deals: how to run discovery, price, and objection-handle when the buyer signs personally.
The 2026 Enterprise B2B Sales Playbook
An enterprise B2B sales playbook for 2026 covering account hypotheses, hypothesis-led discovery, deal artifacts, and a stricter forecast standard.
Where Selling Time Actually Goes: A Rep Audit
A calendar audit for sales reps shows where selling time actually goes — and how to reclaim 5–10 hours a week for real pipeline work.
1:1 Sales Coaching Frameworks That Work
Sales coaching frameworks that turn average reps into top performers, with 1:1 structures, forensic questions, and a 72-hour application rule.
Add AI to Your Sales Workflow Without Rebuilding
Integrate AI into your sales workflow without a rebuild. The three insertion points and integration checks that protect productivity and pipeline.
The Endowment Effect in B2B Closing
The endowment effect makes prospects value what they feel they own 2x more — here's how top AEs engineer ownership before the contract is signed.
Beating the No Budget Objection in B2B Sales
The no budget objection kills deals that should close. Here's the four-question diagnostic and three plays experienced AEs use to keep pipeline alive.
Status Games in Enterprise Sales Deals
Status games in enterprise sales decide deals more than product fit. Here's how to arm your champion to win the room you'll never enter.
Why Prospects Agree Then Ghost You
Prospect ghosting after verbal agreement isn't bad luck — it's predictable. Here's the buyer psychology behind it and the pre-mortem close that fixes it.
Social Proof in Sales Without the Brochure Feel
Social proof in sales fails when it sounds like marketing. Here are four tactical patterns experienced B2B reps use to transfer credibility, not assert it.
How to Recover a Slipped Quarter Fast
When half your pipeline pushes, the slipped quarter is fixable — here's the 72-hour triage and rebuild plan to get your forecast back on track.
Why Buyers Ghost After Demos (And How to Stop It)
Buyers routinely ghost after demos — even when interest is genuinely high. Here's the psychology behind the silence, and the tactics that prevent it.
Run Deal Reviews That Surface Real Risk
Most deal reviews are theatre. Here's how to run pipeline reviews that surface real risk, expose single-threaded deals, and fix forecast accuracy.
30-60-90 Day AE Ramp Plan to Cut Time to Quota
A tactical, phase-by-phase framework for ramping new AEs faster with clear milestones, KPIs, and coaching structures that actually stick.