Haves and Have Nots
What elite sellers do differently when the odds and the market aren’t in their favor.
Hey, it’s Vince—welcome to Red Zone Selling, edition #71. This is where sellers, leaders, and founders level up with real talk and battle-tested plays. No theory - just what works.
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Right now, sales orgs and sellers are split between those that have and those that have not.
Some teams walk into the game with the deck stacked in their favor before the first play is even run.
Haves: Sales orgs and sellers having success:
Messaging tied to proven value, ROI, or transformation (think AI)
Product/solution with clear differentiation
Frictionless buying process
Easy-to-understand value proposition
Selling with confidence
Vs.
Have Nots: Sales orgs and sellers that are struggling:
Messaging about a “better experience” or vague “efficiency”
Product/solution with no real gloss or story
Bumpy, confusing buying process
Value proposition with little value
Smelling of desperation
The companies I see in the Haves category are typically AI-driven and riding tailwinds in high-growth industries like security, compliance, finserv, healthcare, and infrastructure.
They check all the boxes and they’re scaling fast. They also attract the best talent, because everyone wants to board a rocket ship.
But let’s be honest the playing field is not level.
Most of us aren’t on a rocket ship.
We’re working in the mud. We’re in the Have Nots camp, and that means the job of a seller or sales leader is very different.
If that’s you, here’s what it takes:
Extreme focus on your ICP accounts
Dig deep to find real pain and build urgency
Paint a picture of what the future looks like
Build a business case with clear value and pricing strategy
And above all - be tenacious
So, what’s the takeaway?
If you’re not selling AI, in a hot market, with a viral product and FOMO at your back - don’t panic. But do get real.
This isn’t a pity party. It’s a challenge.
You’ve got to win the hard way:
Qualify like a pro
Sell outcomes, not features
Create urgency where none exists
Execute under pressure
The gap between the Haves and Have Nots isn’t going away.
It’s not an excuse, it’s an opportunity.
And the sellers who figure out how to move the chains from the wrong side of the field?
Those are the ones who become elite.
If you’re building from behind and want to sharpen your sales playbook, let’s talk.
Happy to share what’s working in the trenches.
FREE Red Zone Masterclass: 3 Non-Negotiables to Win Big Deals
Most deals don’t blow up…they fade out.
Why? Wrong play. Wrong time. Missed signals.
If you want to close like an elite QB, this is for you:
3 Non-Negotiables to Win Big Deals: How elite sellers qualify with precision, create unstoppable momentum, and close with confidence under pressure.
📅 Feb 26 | 12–1pm ET
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✅ FIT (Yellow Zone): Qualify with urgency + precision
✅ MOMENTUM (Green Zone): Build action plans and alignment
✅ FRICTION (Red Zone): Handle pressure, objections, and close clean
This one’s for enterprise sellers ready to stop stalls and start finishing.
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