{"id":644,"date":"2019-01-06T01:25:23","date_gmt":"2019-01-06T01:25:23","guid":{"rendered":"https:\/\/sellingsherpa.com\/?p=644"},"modified":"2019-01-06T01:25:36","modified_gmt":"2019-01-06T01:25:36","slug":"triangle-selling-book-summary","status":"publish","type":"post","link":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/","title":{"rendered":"Triangle Selling (book summary)"},"content":{"rendered":"<div class=\"nolwrap\">\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/www.amazon.com\/dp\/B07LGKYDNZ\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\"Triangle Selling: Sales Fundamentals to Fuel Growth by Hilmon Sorey and Corey Bray (opens in a new tab)\">Triangle Selling: Sales Fundamentals to Fuel Growth by Hilmon Sorey and Corey Bray<\/a><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Key Take-aways<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Of the seven methodologies in the book, the two I found most\nuseful were:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>H.E.L.P.: \u00a0To maintain momentum between meetings<ul><li>Highlight your conversation<\/li><li>Educate your prospects<\/li><li>Leverage your network (for their benefit)<\/li><li>Predict the future (to prevent deal blockers)<\/li><\/ul><\/li><li>G.R.O.W: To ensure pilots turn into deals<ul><li>Gather political resources<\/li><li>Roll out pilot<\/li><li>Organize a communication cadence<\/li><li>Win a larger deal<\/li><\/ul><\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Overall Review<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">I recommend this book for someone new to sales looking for a\ncomprehensive set of methodologies.&nbsp; It\nis also fine for someone who has read the sales classics but still enjoys good\nreminders and a few new tips. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The good:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>The book covers most methodologies that sales\ntrainers focus on: qualification (at least on pain); running meetings, conducting\ndemos, adding value between meetings, getting referrals, executing pilots,\nasking question, etc.<\/li><li>It is a fast, efficient read.<\/li><li>There is a nice amount of immediately actionable\n\u201chow-to\u201d<\/li><li>The authors do a great job of using &amp; citing\nnovel research sources (unlike many authors who just regurgitate the same\nstuff)<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">The bad:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>As short as it is, I felt the book dragged at the\nbeginning (over-use of metaphors) and at the end (excessively long example\napplying the book\u2019s methodologies without really adding anything new).<\/li><li>While the authors do use and cite interesting\nsources, they do the same thing that so many other sales trainers do =\nrepackage stuff that has been around for ages into new acronyms that are just\ndifferent enough to call them proprietary. For instance, P.L.A.N. is Sandler\u2019s\ntried-and-true up-front contract. \u201cDisqualifying questions\u201d is Sandler\u2019s negative\nreverse selling concept.&nbsp; Political resources\nis Miller-Heiman\u2019s buyer-types model. <\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 1\nIntroduction<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>The three sides of the triangle are:<ul><li>Reason: What will move the prospect to buy? <\/li><\/ul><ul><li>Resources: What must be accessed, navigated, or\nchanged in order to buy? <\/li><\/ul><ul><li>Resistance: What obstacles will be encountered\nin the buying process?<\/li><\/ul><\/li><li>The book will also cover a number of methodologies:<ul><li>Qualification on Pain: \u201cHave you satisfied all\nof the S.C.A.L.E. drivers?\u201d <\/li><\/ul><ul><li>Running Meetings: \u201cDid you execute your P.L.A.N.?\u201d\n<\/li><\/ul><ul><li>Conducting Demos: \u201cDid you S.H.A.R.E during your\nmeetings?\u201d<\/li><\/ul><ul><li>Adding value between meetings: &nbsp;\u201cIs there a chance to H.E.L.P.?\u201d<\/li><\/ul><ul><li>Getting referrals: \u201cCan you connect the D.O.T.S.?\u201d<\/li><\/ul><ul><li>Executing pilots: \u201cHow are we going to G.R.O.W.\nthe pilot?\u201d<\/li><\/ul><\/li><li>Steps we advise organizations to follow while\nevaluating their existing method of selling include:<ul><li>Common Language: Does everyone on the sales team\nuse the same vocabulary when talking about deals?<\/li><\/ul><ul><li>Complexity: Are sales activities as simple as\nthey can be?<\/li><\/ul><ul><li>Relevance: Does how your company sells match\nyour market and buyer personas?<\/li><\/ul><ul><li>Adoption: Do salespeople apply a consistent\nmethod of selling and realize success?<\/li><\/ul><ul><li>Accountability: Can management coach and\neffectively measure the success of sales execution?<\/li><\/ul><\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 2 Why Focus\non Sales Fundamentals<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>The objective isn\u2019t to find the best salespeople,\nbut rather to maximize the sales team\u2019s performance through multiple factors,\nincluding the:<ul><li>Salesperson<\/li><\/ul><ul><li>Sales Process (the steps navigated jointly by\nbuyer and seller from initial conversation through close, referral, renewal,\nand upsell)<\/li><\/ul><ul><li>Sales Fundamentals (the means by which a\nsalesperson evaluates, influences, and responds to buyer actions throughout the\nsales process)<\/li><\/ul><ul><li>Coaching Fundamentals<\/li><\/ul><ul><li>Technology Stack<\/li><\/ul><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 3\nCommunicating with Prospects<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>S.C.A.L.E.<ul><li>Status: Understand what threatens or enhances\nyour prospect\u2019s perception in relation to their peers<\/li><\/ul><ul><li>Certainty<\/li><\/ul><ul><li>Autonomy<\/li><\/ul><ul><li>Likeness<\/li><\/ul><ul><li>Equity: Expectation of fair exchange that\nallows the prospect to view the sales person as a trusted advisor<\/li><\/ul><\/li><li>Matching and mirroring behavior, which, while\noften effective, makes for high comedy. Similarly, learning style is no\nindication of one\u2019s preference. However, there are four fundamental\ncommunication styles: (credit: Mark Murphy)<ul><li>Analytical (data junkies)<\/li><\/ul><ul><li>Intuitive (big picture \u2013 like to know the destination,\nnot all the points along the way)<\/li><\/ul><ul><li>Functional (want process, detail, time lines,\nand clear plans)<\/li><\/ul><ul><li>Personal (value emotional language and\nconnection as a means of expression and confidence)<\/li><\/ul><\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 4 Reason<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>There are two Reasons to buy:<ul><li>avoid pain <\/li><\/ul><ul><li>seek reward<\/li><\/ul><\/li><li>Problems are experienced by organizations. Pain\nis experienced by individuals.<\/li><li>The assumption that a change should be obvious\nis incorrect when prospects have cognitive dissonance, since they will have to\nfirst believe that what they wake up every day to come to work to do is wrong.<\/li><li>Questions are not asked for the benefit of the\nsalesperson but rather for the benefit of the prospect.<\/li><li>Types of questions:<ul><li>Probative: Can you be more specific?<\/li><\/ul><ul><li>Socratic: Is there a particular reason why\nyou\u2019ve asked?<\/li><\/ul><ul><li>Disqualifying Questions: Recruiting sales reps\nisn\u2019t one of your top priorities, is it?<\/li><\/ul><\/li><li>Asking permission to ask a difficult question or\nmake a difficult statement mitigates the negative impact on a prospect\u2019s Status.<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 5 Resources<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>Seven Resources <ul><li>Emotional (pain or reward)<\/li><\/ul><ul><li>Intellectual (ROI; gap analysis; opportunity\ncost; benchmarks)<\/li><\/ul><ul><li>Financial (budget &amp; budget approvers)<\/li><\/ul><ul><li>Political (roles of stakeholders)<ul><li>Type of purchase: top-down; bottom-up;\nmiddle-out<\/li><\/ul><ul><li>Political roles: Champion\/Coach; Economic Buyer;\nExecutive Sponsor; Influencer; Administrator (day-to-day contact after purchase);\nSaboteur<\/li><\/ul><ul><li>A critical question to ask early on is the\nfollowing: Can you walk me through how you\u2019ve made similar purchases in the\npast?<\/li><\/ul><\/li><\/ul><ul><li>Technical<\/li><\/ul><ul><li>Human: implementation; training; change management;\nsupport; continuous improvement<\/li><\/ul><ul><li>Energy: incumbent solutions; inferior \u201cpopular\u201d products<\/li><\/ul><\/li><li>There are three ways to uncover Resources\nthrough questioning: <ul><li>(Previous) Experience<\/li><\/ul><ul><li>Social proof<\/li><\/ul><ul><li>Disqualifying questions.<\/li><\/ul><\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 6 Resistance<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>There are five flavors of objection: <ul><li>No money<\/li><\/ul><ul><li>No urgency<\/li><\/ul><ul><li>No problem<\/li><\/ul><ul><li>No trust<\/li><\/ul><ul><li>No confidence<\/li><\/ul><\/li><li>In his book, Resistance &amp; Persuasion, Dr.\nEric Knowles identifies only three types of Resistance: <ul><li>Reactance = resistance to the sales process\nitself. Eliminate by:<ul><li>Sharing stories<\/li><\/ul><ul><li>Minimizing Requests:<\/li><\/ul><ul><li>Using \u201cYes and\u2026\u201d<\/li><\/ul><ul><li>Validating: Often, prospects just want to be\nheard. Salespeople should validate that they understand what the prospects are\nsaying<\/li><\/ul><ul><li>Asking disqualifying questions<\/li><\/ul><\/li><\/ul><ul><li>Skepticism: Techniques for reducing skepticism\ninclude, but are not limited to, the following:<ul><li>Create a guarantee:<\/li><\/ul><ul><li>Reframe the offer <\/li><\/ul><ul><li>Create a future focus:<\/li><\/ul><\/li><\/ul><ul><li>Inertia: Techniques for dealing with inertia\ninclude:<ul><li>Disrupt and Reframe Resistance (I\u2019m not sure I\u2019m\nable to help you, but here is what we do so you can decide if we should keep\ntalking\u201d<\/li><\/ul><ul><li>Acknowledge Inertia (Is there not a lot of\nmotivation to change here?)<\/li><\/ul><ul><li>Reciprocity<\/li><\/ul><ul><li>Do the Math: If it hasn\u2019t happened already, it\u2019s\ntime to do a deep dive on Reason and uncover the problem that the prospect is\ntrying to solve.<\/li><\/ul><\/li><\/ul><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>(There is no chapter 7)<\/strong><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 8 Developing\na P.L.A.N<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>The P.L.A.N. is a salesperson\u2019s blueprint for\nensuring that meetings stay on track and opportunities maintain momentum. <ul><li>Pivot: Move from initial pleasantries to\nthe business at hand.<\/li><\/ul><ul><li>Logistics: What are the mechanics of the\nmeeting? <\/li><\/ul><ul><li>Agendas: What is going to be accomplished?\n<ul><li>You previously mentioned that you want to talk\nabout [ topics ] today. Is there anything else you were hoping to cover?<\/li><\/ul><ul><li>Once their agenda items are in place,\nsalespeople can add what they want to cover.<\/li><\/ul><\/li><\/ul><ul><li>Next Steps: What decision will be made at\nthe end of this meeting?<ul><li>Most experienced buyers, especially senior\nexecutives, will respect the fact that next steps are brought up at the\nbeginning of the conversation.<\/li><\/ul><\/li><\/ul><\/li><li>The Triangle relies upon salespeople\u2019s ability\nto perform discovery and ask questions throughout the meeting, and once\nprospects give permission, salespeople have the green light to start uncovering\nReason, Resources, and Resistance.<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 9 H.E.L.P. Your\nProspect<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>H.E.L.P your prospect to maintain momentum\nbetween meetings<ul><li>Highlight Your Conversation (in written\nand\/or video format). Provide thoughtful highlights of what just happened,\nincluding:<ul><li>Major topics that were discussed <\/li><\/ul><ul><li>What the prospect heard or saw that they liked <\/li><\/ul><ul><li>Any unresolved items, such as answers to\ntechnical questions <\/li><\/ul><ul><li>Restating the next steps that were agreed upon\nat the conclusion of the time spent together.<\/li><\/ul><\/li><\/ul><ul><li>Educate Your Prospect<ul><li>Customer Stories as similar to the prospect as possible\nwith respect to: size, industry, use case, and so on. <\/li><\/ul><ul><li>Myth Busting: Myths might revolve around the\ncost of implementation, side effects of products, and other factors.<\/li><\/ul><ul><li>Market Updates (regarding your product, not\nTHEIR market which the know better than you)<\/li><\/ul><ul><li>Cross-Functional Integration: Help the prospect\nwork cross-functionally in their own business (ex: marketing, sales, and IT)<\/li><\/ul><\/li><\/ul><ul><li>Leverage Your Network<ul><li>Make a Connection<\/li><\/ul><ul><li>Hires (help them hire)<\/li><\/ul><ul><li>Prospects: Does the salesperson know someone who\nhas a problem that the prospect can solve?<\/li><\/ul><ul><li>Other vendors:<\/li><\/ul><ul><li>Partners<\/li><\/ul><\/li><\/ul><ul><li>Predict the Future<ul><li>Sometimes when we have a great meeting with\nsomeone like you, they go back to their team and realize no one is interested.\nWill you let me know if that happens?<\/li><\/ul><ul><li>Coach the prospect on how to break up with the\nincumbent vendor<\/li><\/ul><\/li><\/ul><\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 10 Making\nTriangle Moves<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>How does a salesperson maintain control in a\ndynamic environment?<\/li><li>The person asking the questions controls the\nconversation.<\/li><li>Most selling conversations will begin with\nReason and move to Resources. If at any time Resistance is felt, the\nsalesperson should move back to that aspect of Reason or Resources.<\/li><li>When faced with Resistance, the response should\nbe a question, an active listening technique, or an answer that ends in a\nquestion. Each of these options will move the conversation away from Resistance\nand back to Reason or Resources, while maintaining rapport by satisfying each\nof the prospect\u2019s S.C.A.L.E. drivers.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>(There is no chapter 11)<\/strong><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 12 S.H.A.R.E.\nYour Demo<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>Demos are a conversation, not show-and-tell.<\/li><li>S.H.A.R.E<ul><li>Simple<\/li><\/ul><ul><li>Highlight: What makes their product or\nservice unique, disruptive, and more innovative than the competition&#8230; show\nthem<\/li><\/ul><ul><li>Acute: Salespeople must demonstrate their\nkeen understanding of a prospect\u2019s Reason and focus the solution on the acute\nReason a prospect would buy.<\/li><\/ul><ul><li>Relevant: Showcase case studies,\nsolutions, and statistics that will appeal to the Likeness driver of the\nprospect.<\/li><\/ul><ul><li>Engaging: Engagement happens through\nconversation, not demonstration, though the demo can serve as an excellent\nbackdrop for the conversation.<\/li><\/ul><\/li><li>Example SHARE framework (Credit: Chris Orlob)<ul><li>Act I: The Contextual Overview: Contextual\nelements include: <ul><li>Relevant Reason <\/li><\/ul><ul><li>Relevant statistics <\/li><\/ul><ul><li>Case study narratives<\/li><\/ul><\/li><\/ul><ul><li>Act II: The Upside-Down Demo<ul><li>Start by presenting the use case that was talked\nabout the most by the prospect during the discovery phase of the sales cycle.<\/li><\/ul><\/li><\/ul><ul><li>Act III: Drive Engagement <ul><li>In successful demos, the \u201crate of speaker\nswitches\u201d increases by 36 % in the second half. <\/li><\/ul><ul><li>Even when answering prospect questions about the\nproduct, the salesperson should be \u201ctagging\u201d their own question onto the end of\ntheir response.<\/li><\/ul><ul><li>Salespeople who are presenting complex diagrams\nin slides should instead attempt to collaboratively whiteboard the diagrams\nfrom scratch with the prospect.<\/li><\/ul><\/li><\/ul><ul><li>Act IV: P.L.A.N. to influence the Certainty\ndriver and the Autonomy driver<ul><li>Winning demos involve 12.7 % more time devoted\nto discussing \u201cNext Steps\u201d at the end of the call.<\/li><\/ul><\/li><\/ul><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>(There is no chapter 13)<\/strong><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 14 G.R.O.W.\nPilots and Initial Contracts into Larger Deals<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>The challenge with pilots is that they are often\nthe point in the sales cycle at which deals stall for several reasons:<ul><li>Lack of Clarity around who owns the pilot on the\nprospect\u2019s team, who else must be involved, what is being evaluated, how that\nevaluation will be conducted, and what success or failure looks like.<\/li><\/ul><ul><li>Lack of Timeline<\/li><\/ul><ul><li>Lack of Decision Criteria in an agreed upon \u201c if&#8230;\nthen \u201d next-step sequence.<\/li><\/ul><\/li><li>The G.R.O.W. acronym includes the following: <ul><li>Gather political Resources <ul><li>When considering who to include, salespeople\nshould work backward from understanding everyone whose buy in is needed to\napprove a larger deal post-pilot. If these folks are not willing to participate,\nwe suggest delaying the pilot until they are on board.<\/li><\/ul><\/li><\/ul><ul><li>Roll out pilot <ul><li>A formal roll-out plan includes the roles and\nresponsibilities of people on both the vendor and prospect teams<\/li><\/ul><ul><li>The plan should also include an official roll-out\nevent that will be attended by key stakeholders<\/li><\/ul><ul><li>Key metrics should be defined that will\ndetermine the success or failure of the pilot.<\/li><\/ul><\/li><\/ul><ul><li>Organize a communication cadence <ul><li>Initial Champion Check-In<\/li><\/ul><ul><li>Continuous Champion Communication<\/li><\/ul><ul><li>Mid-Pilot Executive Briefing<\/li><\/ul><ul><li>Final Champion Check-In<\/li><\/ul><ul><li>Pilot Wrap-Up: Bring all key political Resources\nback together, review the pilot, and present the proposal to move forward with\nthe larger deal.<\/li><\/ul><\/li><\/ul><ul><li>Win a larger deal<\/li><\/ul><\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 15 Connect\nthe D.O.T.S<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>D.O.T.S<ul><li>Demographics: What is the profile of the\nperson to whom you want to be referred?<\/li><\/ul><ul><li>Options: What might a prospect be doing\ntoday to solve a problem instead of using your product or service?<\/li><\/ul><ul><li>Traits: What do your customers have in\ncommon?<\/li><\/ul><ul><li>Symptoms: What are the signs that a\nproblem exists that you can solve?<\/li><\/ul><\/li><li>The best salespeople ask anyone and everyone for\nreferrals, including: <ul><li>Prospects <\/li><\/ul><ul><li>Customers <\/li><\/ul><ul><li>Vendors <\/li><\/ul><ul><li>Friends <\/li><\/ul><ul><li>Co-workers who aren\u2019t in sales<\/li><\/ul><\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 16 Proposals<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>Sending someone a proposal is not an\naccomplishment. <\/li><li>Proposals are simply the confirmation of the\nReason for purchase, the Resources allocated to do so, and the terms of that\nagreement. By the time a proposal is sent, the salesperson should have: <ul><li>Uncovered all necessary information across\nReason, Resources, and Resistance. <\/li><\/ul><ul><li>Identified where the prospect falls within each\nof the drivers of the S.C.A.L.E. model. <\/li><\/ul><ul><li>Received verbal confirmation that the terms\nbeing proposed are acceptable to the buyer or at least that the salesperson\u2019s\nchampion will support them and push for a deal to get done with their\ncolleagues.<\/li><\/ul><\/li><li>Here are our recommendations for delivering\nproposals, in order of effectiveness: <ul><li>In-person to all key stakeholders <\/li><\/ul><ul><li>Live web conference to all key stakeholders <\/li><\/ul><ul><li>In-person to the champion <\/li><\/ul><ul><li>Live web conference to the champion <\/li><\/ul><ul><li>That\u2019s it. If the champion says, \u201cSend it over,\nand let me take a look,\u201d the salesperson should be skeptical that a real\nopportunity exists.<\/li><\/ul><\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 17 Running\nthe Triangle<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">(This chapter contains a fictional sales conversation applying\nall of the methodologies outlined in the book.)<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 18 Use Cases<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">(More applications of the methodologies to various selling\nsituations)<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Chapter 19 Getting\nStarted<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">(Concluding chapter with no incremental tips)<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Triangle Selling: Sales Fundamentals to Fuel Growth by Hilmon Sorey and Corey Bray Key Take-aways Of the seven methodologies in the book, the two I found most useful were: H.E.L.P.: \u00a0To maintain momentum between meetings Highlight your conversation Educate your prospects Leverage your network (for their benefit) Predict the future (to prevent deal blockers) G.R.O.W: [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":645,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_import_markdown_pro_load_document_selector":0,"_import_markdown_pro_submit_text_textarea":"","_monsterinsights_skip_tracking":false,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-644","post","type-post","status-publish","format-standard","has-post-thumbnail","category-uncategorized","entry"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 5.0.4 - aioseo.com -->\n\t<meta name=\"description\" content=\"Triangle Selling: Sales Fundamentals to Fuel Growth by Hilmon Sorey and Corey Bray Key Take-aways Of the seven methodologies in the book, the two I found most useful were: H.E.L.P.: To maintain momentum between meetingsHighlight your conversationEducate your prospectsLeverage your network (for their benefit)Predict the future (to prevent deal blockers)G.R.O.W: To ensure pilots turn into\" \/>\n\t<meta name=\"robots\" content=\"max-image-preview:large\" \/>\n\t<meta name=\"author\" content=\"Jeremey Donovan\"\/>\n\t<link rel=\"canonical\" href=\"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/\" \/>\n\t\t<meta name=\"generator\" content=\"All in One SEO (AIOSEO) 5.0.4\" \/>\n\t\t<meta property=\"og:locale\" content=\"en_US\" \/>\n\t\t<meta property=\"og:site_name\" content=\"SellingSherpa - B2B Sales Best Practices\" \/>\n\t\t<meta property=\"og:type\" content=\"article\" \/>\n\t\t<meta property=\"og:title\" content=\"Triangle Selling (book summary) - SellingSherpa\" \/>\n\t\t<meta property=\"og:description\" content=\"Triangle Selling: Sales Fundamentals to Fuel Growth by Hilmon Sorey and Corey Bray Key Take-aways Of the seven methodologies in the book, the two I found most useful were: H.E.L.P.: To maintain momentum between meetingsHighlight your conversationEducate your prospectsLeverage your network (for their benefit)Predict the future (to prevent deal blockers)G.R.O.W: To ensure pilots turn into\" \/>\n\t\t<meta property=\"og:url\" content=\"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/\" \/>\n\t\t<meta property=\"article:published_time\" content=\"2019-01-06T01:25:23+00:00\" \/>\n\t\t<meta property=\"article:modified_time\" content=\"2019-01-06T01:25:36+00:00\" \/>\n\t\t<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n\t\t<meta name=\"twitter:title\" content=\"Triangle Selling (book summary) - SellingSherpa\" \/>\n\t\t<meta name=\"twitter:description\" content=\"Triangle Selling: Sales Fundamentals to Fuel Growth by Hilmon Sorey and Corey Bray Key Take-aways Of the seven methodologies in the book, the two I found most useful were: H.E.L.P.: To maintain momentum between meetingsHighlight your conversationEducate your prospectsLeverage your network (for their benefit)Predict the future (to prevent deal blockers)G.R.O.W: To ensure pilots turn into\" \/>\n\t\t<script type=\"application\/ld+json\" class=\"aioseo-schema\">\n\t\t\t{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"BlogPosting\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/2019\\\/01\\\/06\\\/triangle-selling-book-summary\\\/#blogposting\",\"name\":\"Triangle Selling (book summary) - SellingSherpa\",\"headline\":\"Triangle Selling (book summary)\",\"author\":{\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/author\\\/jdonovan\\\/#author\"},\"publisher\":{\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/#organization\"},\"image\":{\"@type\":\"ImageObject\",\"url\":\"https:\\\/\\\/i0.wp.com\\\/sellingsherpa.com\\\/wp-content\\\/uploads\\\/2019\\\/01\\\/Triangle_Selling.jpg?fit=1697%2C499&ssl=1\",\"width\":1697,\"height\":499},\"datePublished\":\"2019-01-06T01:25:23-05:00\",\"dateModified\":\"2019-01-06T01:25:36-05:00\",\"inLanguage\":\"en-US\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/2019\\\/01\\\/06\\\/triangle-selling-book-summary\\\/#webpage\"},\"isPartOf\":{\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/2019\\\/01\\\/06\\\/triangle-selling-book-summary\\\/#webpage\"},\"articleSection\":\"Uncategorized\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/2019\\\/01\\\/06\\\/triangle-selling-book-summary\\\/#breadcrumblist\",\"itemListElement\":[{\"@type\":\"ListItem\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/#listItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/sellingsherpa.com\\\/\",\"nextItem\":{\"@type\":\"ListItem\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/category\\\/uncategorized\\\/#listItem\",\"name\":\"Uncategorized\"}},{\"@type\":\"ListItem\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/category\\\/uncategorized\\\/#listItem\",\"position\":2,\"name\":\"Uncategorized\",\"item\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/category\\\/uncategorized\\\/\",\"nextItem\":{\"@type\":\"ListItem\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/2019\\\/01\\\/06\\\/triangle-selling-book-summary\\\/#listItem\",\"name\":\"Triangle Selling (book summary)\"},\"previousItem\":{\"@type\":\"ListItem\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/#listItem\",\"name\":\"Home\"}},{\"@type\":\"ListItem\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/2019\\\/01\\\/06\\\/triangle-selling-book-summary\\\/#listItem\",\"position\":3,\"name\":\"Triangle Selling (book summary)\",\"previousItem\":{\"@type\":\"ListItem\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/category\\\/uncategorized\\\/#listItem\",\"name\":\"Uncategorized\"}}]},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/#organization\",\"name\":\"SellingSherpa\",\"description\":\"B2B Sales Best Practices\",\"url\":\"https:\\\/\\\/sellingsherpa.com\\\/\"},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/author\\\/jdonovan\\\/#author\",\"url\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/author\\\/jdonovan\\\/\",\"name\":\"Jeremey Donovan\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/2019\\\/01\\\/06\\\/triangle-selling-book-summary\\\/#webpage\",\"url\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/2019\\\/01\\\/06\\\/triangle-selling-book-summary\\\/\",\"name\":\"Triangle Selling (book summary) - SellingSherpa\",\"description\":\"Triangle Selling: Sales Fundamentals to Fuel Growth by Hilmon Sorey and Corey Bray Key Take-aways Of the seven methodologies in the book, the two I found most useful were: H.E.L.P.: To maintain momentum between meetingsHighlight your conversationEducate your prospectsLeverage your network (for their benefit)Predict the future (to prevent deal blockers)G.R.O.W: To ensure pilots turn into\",\"inLanguage\":\"en-US\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/#website\"},\"breadcrumb\":{\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/2019\\\/01\\\/06\\\/triangle-selling-book-summary\\\/#breadcrumblist\"},\"author\":{\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/author\\\/jdonovan\\\/#author\"},\"creator\":{\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/author\\\/jdonovan\\\/#author\"},\"image\":{\"@type\":\"ImageObject\",\"url\":\"https:\\\/\\\/i0.wp.com\\\/sellingsherpa.com\\\/wp-content\\\/uploads\\\/2019\\\/01\\\/Triangle_Selling.jpg?fit=1697%2C499&ssl=1\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/2019\\\/01\\\/06\\\/triangle-selling-book-summary\\\/#mainImage\",\"width\":1697,\"height\":499},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/index.php\\\/2019\\\/01\\\/06\\\/triangle-selling-book-summary\\\/#mainImage\"},\"datePublished\":\"2019-01-06T01:25:23-05:00\",\"dateModified\":\"2019-01-06T01:25:36-05:00\"},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/#website\",\"url\":\"https:\\\/\\\/sellingsherpa.com\\\/\",\"name\":\"SellingSherpa\",\"description\":\"B2B Sales Best Practices\",\"inLanguage\":\"en-US\",\"publisher\":{\"@id\":\"https:\\\/\\\/sellingsherpa.com\\\/#organization\"}}]}\n\t\t<\/script>\n\t\t<!-- All in One SEO -->\n\n","aioseo_head_json":{"title":"Triangle Selling (book summary) - SellingSherpa","description":"Triangle Selling: Sales Fundamentals to Fuel Growth by Hilmon Sorey and Corey Bray Key Take-aways Of the seven methodologies in the book, the two I found most useful were: H.E.L.P.: To maintain momentum between meetingsHighlight your conversationEducate your prospectsLeverage your network (for their benefit)Predict the future (to prevent deal blockers)G.R.O.W: To ensure pilots turn into","canonical_url":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/","robots":"max-image-preview:large","keywords":"","webmasterTools":{"miscellaneous":""},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"BlogPosting","@id":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/#blogposting","name":"Triangle Selling (book summary) - SellingSherpa","headline":"Triangle Selling (book summary)","author":{"@id":"https:\/\/sellingsherpa.com\/index.php\/author\/jdonovan\/#author"},"publisher":{"@id":"https:\/\/sellingsherpa.com\/#organization"},"image":{"@type":"ImageObject","url":"https:\/\/i0.wp.com\/sellingsherpa.com\/wp-content\/uploads\/2019\/01\/Triangle_Selling.jpg?fit=1697%2C499&ssl=1","width":1697,"height":499},"datePublished":"2019-01-06T01:25:23-05:00","dateModified":"2019-01-06T01:25:36-05:00","inLanguage":"en-US","mainEntityOfPage":{"@id":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/#webpage"},"isPartOf":{"@id":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/#webpage"},"articleSection":"Uncategorized"},{"@type":"BreadcrumbList","@id":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/#breadcrumblist","itemListElement":[{"@type":"ListItem","@id":"https:\/\/sellingsherpa.com\/#listItem","position":1,"name":"Home","item":"https:\/\/sellingsherpa.com\/","nextItem":{"@type":"ListItem","@id":"https:\/\/sellingsherpa.com\/index.php\/category\/uncategorized\/#listItem","name":"Uncategorized"}},{"@type":"ListItem","@id":"https:\/\/sellingsherpa.com\/index.php\/category\/uncategorized\/#listItem","position":2,"name":"Uncategorized","item":"https:\/\/sellingsherpa.com\/index.php\/category\/uncategorized\/","nextItem":{"@type":"ListItem","@id":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/#listItem","name":"Triangle Selling (book summary)"},"previousItem":{"@type":"ListItem","@id":"https:\/\/sellingsherpa.com\/#listItem","name":"Home"}},{"@type":"ListItem","@id":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/#listItem","position":3,"name":"Triangle Selling (book summary)","previousItem":{"@type":"ListItem","@id":"https:\/\/sellingsherpa.com\/index.php\/category\/uncategorized\/#listItem","name":"Uncategorized"}}]},{"@type":"Organization","@id":"https:\/\/sellingsherpa.com\/#organization","name":"SellingSherpa","description":"B2B Sales Best Practices","url":"https:\/\/sellingsherpa.com\/"},{"@type":"Person","@id":"https:\/\/sellingsherpa.com\/index.php\/author\/jdonovan\/#author","url":"https:\/\/sellingsherpa.com\/index.php\/author\/jdonovan\/","name":"Jeremey Donovan"},{"@type":"WebPage","@id":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/#webpage","url":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/","name":"Triangle Selling (book summary) - SellingSherpa","description":"Triangle Selling: Sales Fundamentals to Fuel Growth by Hilmon Sorey and Corey Bray Key Take-aways Of the seven methodologies in the book, the two I found most useful were: H.E.L.P.: To maintain momentum between meetingsHighlight your conversationEducate your prospectsLeverage your network (for their benefit)Predict the future (to prevent deal blockers)G.R.O.W: To ensure pilots turn into","inLanguage":"en-US","isPartOf":{"@id":"https:\/\/sellingsherpa.com\/#website"},"breadcrumb":{"@id":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/#breadcrumblist"},"author":{"@id":"https:\/\/sellingsherpa.com\/index.php\/author\/jdonovan\/#author"},"creator":{"@id":"https:\/\/sellingsherpa.com\/index.php\/author\/jdonovan\/#author"},"image":{"@type":"ImageObject","url":"https:\/\/i0.wp.com\/sellingsherpa.com\/wp-content\/uploads\/2019\/01\/Triangle_Selling.jpg?fit=1697%2C499&ssl=1","@id":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/#mainImage","width":1697,"height":499},"primaryImageOfPage":{"@id":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/#mainImage"},"datePublished":"2019-01-06T01:25:23-05:00","dateModified":"2019-01-06T01:25:36-05:00"},{"@type":"WebSite","@id":"https:\/\/sellingsherpa.com\/#website","url":"https:\/\/sellingsherpa.com\/","name":"SellingSherpa","description":"B2B Sales Best Practices","inLanguage":"en-US","publisher":{"@id":"https:\/\/sellingsherpa.com\/#organization"}}]},"og:locale":"en_US","og:site_name":"SellingSherpa - B2B Sales Best Practices","og:type":"article","og:title":"Triangle Selling (book summary) - SellingSherpa","og:description":"Triangle Selling: Sales Fundamentals to Fuel Growth by Hilmon Sorey and Corey Bray Key Take-aways Of the seven methodologies in the book, the two I found most useful were: H.E.L.P.: To maintain momentum between meetingsHighlight your conversationEducate your prospectsLeverage your network (for their benefit)Predict the future (to prevent deal blockers)G.R.O.W: To ensure pilots turn into","og:url":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/","article:published_time":"2019-01-06T01:25:23+00:00","article:modified_time":"2019-01-06T01:25:36+00:00","twitter:card":"summary_large_image","twitter:title":"Triangle Selling (book summary) - SellingSherpa","twitter:description":"Triangle Selling: Sales Fundamentals to Fuel Growth by Hilmon Sorey and Corey Bray Key Take-aways Of the seven methodologies in the book, the two I found most useful were: H.E.L.P.: To maintain momentum between meetingsHighlight your conversationEducate your prospectsLeverage your network (for their benefit)Predict the future (to prevent deal blockers)G.R.O.W: To ensure pilots turn into"},"aioseo_meta_data":{"post_id":"644","title":null,"description":null,"keywords":null,"keyphrases":null,"primary_term":null,"canonical_url":null,"og_title":null,"og_description":null,"og_object_type":"default","og_image_type":"default","og_image_url":null,"og_image_width":null,"og_image_height":null,"og_image_custom_url":null,"og_image_custom_fields":null,"og_video":null,"og_custom_url":null,"og_article_section":null,"og_article_tags":null,"twitter_use_og":false,"twitter_card":"default","twitter_image_type":"default","twitter_image_url":null,"twitter_image_custom_url":null,"twitter_image_custom_fields":null,"twitter_title":null,"twitter_description":null,"schema":{"blockGraphs":[],"customGraphs":[],"default":{"data":{"Article":[],"Course":[],"Dataset":[],"FAQPage":[],"Movie":[],"Person":[],"Product":[],"ProductReview":[],"Car":[],"Recipe":[],"Service":[],"SoftwareApplication":[],"WebPage":[]},"graphName":"","isEnabled":true},"graphs":[]},"schema_type":"default","schema_type_options":null,"pillar_content":false,"robots_default":true,"robots_noindex":false,"robots_noarchive":false,"robots_nosnippet":false,"robots_nofollow":false,"robots_noimageindex":false,"robots_noodp":false,"robots_notranslate":false,"robots_max_snippet":null,"robots_max_videopreview":null,"robots_max_imagepreview":"large","priority":null,"frequency":null,"local_seo":null,"breadcrumb_settings":null,"limit_modified_date":false,"ai":null,"created":"2024-08-15 12:33:18","updated":"2025-06-03 21:38:49","seo_analyzer_scan_date":null,"focus_keyword":null,"additional_keywords":null,"truseo_locale":null},"aioseo_breadcrumb":"<div class=\"aioseo-breadcrumbs\"><span class=\"aioseo-breadcrumb\">\n\t\t\t<a href=\"https:\/\/sellingsherpa.com\/\" title=\"Home\">Home<\/a>\n\t\t<\/span><span class=\"aioseo-breadcrumb-separator\">\u00bb<\/span><span class=\"aioseo-breadcrumb\">\n\t\t\t<a href=\"https:\/\/sellingsherpa.com\/index.php\/category\/uncategorized\/\" title=\"Uncategorized\">Uncategorized<\/a>\n\t\t<\/span><span class=\"aioseo-breadcrumb-separator\">\u00bb<\/span><span class=\"aioseo-breadcrumb\">\n\t\t\tTriangle Selling (book summary)\n\t\t<\/span><\/div>","aioseo_breadcrumb_json":[{"label":"Home","link":"https:\/\/sellingsherpa.com\/"},{"label":"Uncategorized","link":"https:\/\/sellingsherpa.com\/index.php\/category\/uncategorized\/"},{"label":"Triangle Selling (book summary)","link":"https:\/\/sellingsherpa.com\/index.php\/2019\/01\/06\/triangle-selling-book-summary\/"}],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p9j2qV-ao","jetpack-related-posts":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/sellingsherpa.com\/wp-content\/uploads\/2019\/01\/Triangle_Selling.jpg?fit=1697%2C499&ssl=1","_links":{"self":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/644","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/comments?post=644"}],"version-history":[{"count":1,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/644\/revisions"}],"predecessor-version":[{"id":646,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/644\/revisions\/646"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/media\/645"}],"wp:attachment":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/media?parent=644"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/categories?post=644"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/tags?post=644"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}