My Books
Two complementary hands-on guides to transform how you sell in B2B. From strategic foundations to practical AI application.
01.
The outcome-based B2B sales playbook
The foundation: master the art of value selling
Build solid foundations for a successful B2B sales career. Clear frameworks like SPICED and MEDDPICC+RR, advanced discovery techniques, negotiation, storytelling and account management. Rich with concrete examples and operational checklists you can apply immediately.
- Outcome-based selling philosophy
- SPICED and MEDDPICC+RR frameworks
- Advanced negotiation techniques
- Challenger Sale and storytelling
- 5 mistakes to avoid at every stage
02.
B2B sales in the AI era: from theory to practice
The accelerator: transform your daily work with AI
Your operational handbook for integrating ChatGPT and Claude into daily work. Dozens of specific, ready-to-use prompts for every stage of the sales cycle: account planning, discovery, qualification, value proposals, negotiation and closing.
- The art of effective prompting
- AI for account planning and discovery
- Qualification with MEDDPICC+RR
- Business cases and value stories with AI
- Integrated AI-driven workflows
