How to actually sell

13 Jul 2026 · 1 min

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In this segment of the YouTube video "How to Actually Sell," the speaker outlines a practical B2B sales approach that can dramatically shorten lengthy sales cycles. The method begins by asking prospects to describe their most recent purchase of a similar solution, which reveals the prospect’s buying criteria. The seller then systematically maps key stakeholders—such as compliance and purchasing contacts—by recording their names and roles during the conversation. Next, the seller offers internal documentation to the prospect for pre‑vetting, inviting immediate feedback to address concerns early. By engaging multiple stakeholders simultaneously (multi‑threaded processing), the seller claims the technique can compress an 18‑month sales cycle to roughly nine months. The overall message is a concise, actionable framework for accelerating B2B sales through targeted questioning, stakeholder mapping, and early information sharing.

Chapters

The best way to sell, and this does apply for any sales, is asking the person, last time you bought a solution like ours, what did that process look like? Because what they're gonna give you is what's called the buying criteria. And then what I do is I make a list, and at the end of the call I say, I'm curious, who is it in your department that deals with compliance? Oh, that's Bobby Smith, right? Bobby Smith's name down. The purchasing, is there somebody specifically that works with your department? Yeah, Anne works with that. What's Anne's last name? Oh, Anne. Okay, cool. Thank you. The way we like to do things, even though you're still evaluating different vendors, is we like to set over our internal documents to help those people pre-vet our solution. And if there's any issues, they can give us that feedback today. Would that be okay? They might say no, but what you're doing is called multi-threaded processing. So I can take an 18-month sales cycle and compress it down to 9.