MINTS: The Framework That Unlocks Transformation Deals

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Welcome to Lesson 17 of The Purposeful Performer!

Securing transformative deals in today's business environment requires MINTS—a design framework comprised of five key components: Mobilizer, Insights, Narrative, Team, and Strategy.

By combining this proven approach with modern AI tools, you can accelerate your speed to perspective—the ultimate competitive advantage for strategic selling in uncertain economic times.

Total points up for grabs: 10

Proven framework, new approach

In today's economy, the middle performers are getting squeezed. You're forced to either:

• Go micro (small, frictionless POCs that mirror product-led-growth motions), or

• Go big (transformations that lead a company to become an industry leader)

Going micro can work, but it requires constant hustling to achieve the needed volume. Going big and designing a superior buying experience is what truly separates you from everyone else.

I’ve previously shared the MINTS framework, which is what I used to design a world-class buying experience with 11 Fortune 500 brands in order to close $27.3M in annual recurring revenue as a strategic seller (at a 278% average attainment rate across four years).

This approach helped me personally earn $3.8M in W2 income over those four years while competing against much larger incumbents and gaining mindshare over major consulting firms like McKinsey, Accenture, and Deloitte.

It’s not a sales methodology, like MEDDPICC, and it’s not linear—meaning you are not meant to start at the top and work down the line. Instead, it’s meant to provide a simple framework and mental checklist to ensure you have these five components in place so that you can position a transformation opportunity with your key Diamond Accounts.

• M: Mobilizer – Someone adept at driving consensus in the organization

• I: Insights – Commercial insights that reshape how prospects see their business

• N: Narrative – A collaborative document that reads like an internal memo

• T: Team – Your team and their team coming together as one to bring a moonshot idea to life

• S: Strategy – Focused on transformation through a compelling, multi-phase maturity model

The difference now compared to when I was actively selling just a few short years ago? AI tools can dramatically accelerate your "speed to perspective"—the time it takes you to develop a compelling point of view (Lessons 14 - 16) and solid plan for change that moves executives to action.

The key to winning big deals isn't superior selling tactics—it's purposeful design thinking. Large enterprises don't suffer from a selling problem; they struggle with a buying challenge. When you design the buying experience well, there becomes no competition.

We're in a period of unprecedented economic uncertainty, yet the most effective strategic sellers continue to thrive. Why? Because they understand that excellence at this level is market independent.

The shift from the Knowledge Era to the Intelligence Age is creating new opportunities for strategic sellers who can position transformative paths forward. In this new paradigm:

Strategic selling is no longer about pushing products or highlighting differentiating features. It's about creating a buying experience that positions transformation as the only responsible path forward. As I recently wrote on LinkedIn, "When done right, the delivery of this experience makes not moving forward an act of corporate negligence by an executive buying team versus an obstacle to overcome to get a deal done."

With only 36 weeks left in the calendar year (approximately 250 working days), every strategic seller must maximize their impact. The traditional sales playbook of discovery calls, demos, proposals, closing tactics, and hyper activity to sustain pipeline simply won't deliver the results needed in this compressed timeframe.

Instead, the winning approach combines the MINTS framework with the purposeful assistance of AI companions to fill in the gaps—regardless of market conditions. And I’m not talking about simple, lazy prompts you input into Perplexity or ChatGPT, but deliberate engineering with the right tools. You get work done without manual effort but without sacrificing in knowing how it's done. That’s modern mastery!

I recently had a coaching conversation with a strategic seller who joined a top automation company. He shared: "I need to leverage AI to get to insights faster. Speed to perspective is the most important KPI right now if you want to be a POV factory."

He's right. In the Intelligence Age, speed to a distinct perspective is the critical competitive advantage. But let’s be clear, speed doesn’t mean frantic or out of control. “Slowing down to speed up,” is relevant here.

By thoughtfully combining the use of the MINTS framework to guide your transformation positioning with AI-powered research and maturity model development, you can dramatically accelerate your ability to create transformative buying experiences, and thus impact the holy trinity in sales:

• Improve win rate

• Increase deal sizes

• Speed up deal cycles

Over the coming weeks, we'll unpack each component of MINTS in detail, along with sharing the best current AI tools and prompt engineering blueprints, all to help you achieve top 1% market performance.

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