About Alex Land
A little more
about me.
I’ve spent 12 years in sales, working with a wide range of businesses, from owner-operators and contractors to executive teams at Fortune 500 companies.
That range has shaped how I think about sales. I want to understand the environment before deciding which technique belongs in it.
Where I’ve learned.
- PeopleAdmin
- Market development in K–12 education technology, learning how to understand a different set of buyers and priorities.
- HomeAdvisor
- Selling to contractors and small owner-operators in a faster, more transactional environment. Unused crew capacity made the business problem very immediate.
- ChannelAdvisor
- E-commerce and marketplace technology, including the operational challenges of keeping products, SKUs, and inventory synchronized.
- ZoomInfo
- B2B SaaS for SMB and mid-market sales organizations, connecting data quality to rep productivity and missed opportunities.
- Epigraph
- Complex enterprise solutions and six-figure opportunities. Alongside selling, I helped build the CRM organization, outbound messaging, sequences, KPIs, pipeline strategy, and sales process in a company without a mature sales organization.
How I think
about sales.
Different techniques for different situations. A few things underneath them need to hold up.
- Credibility
- The buyer needs to believe I understand their business and the challenges they face. Preparation earns me the chance to ask useful questions.
- Alignment on the problem
- We need to agree on what is actually going wrong. I want the buyer to be able to explain the problem in their own words, without borrowing mine.
- Alignment on the solution
- The proposed solution, the return, and the path forward need to make sense. The buyer has to feel that making the change is more reasonable than staying where they are.
In a complex deal, the biggest obstacle is often the status quo and the fear of making the wrong decision. When we’ve done the work above, the close can feel like the natural conclusion of the conversation.
What I’ve
learned from.
I’ve learned from SPIN Selling, The Challenger Sale, Sandler, MEDDIC / MEDDPICC, Jeremy Miner’s NEPQ, Chris Voss, Robert Cialdini, and Jordan Belfort. I don’t follow one methodology in every conversation.
Some techniques make more sense in a short, transactional sale. A six-figure enterprise decision has different risks, stakeholders, and timelines. The framework needs to help me navigate that reality without making the buyer sit through a demonstration of my training.
Stop Turning Discovery Calls Into Interrogations goes deeper into how I approach discovery, from preparing before the call to deciding what belongs in the demo.
My resume
For the full work history, send me a quick email.