Turn Insights Into Action

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Welcome to Lesson 19 of The Purposeful Performer!

Unlocking the doors to transformational opportunities isn't about blind activity—it's about turning your insights into compelling stories that make executives take notice and take action. Two key questions drive every successful engagement: Why should they care? And what happens if they don't act?

This lesson shows you how to position yourself at the intersection of timing and luck by confidently sharing insights that drive action without desperation.

Whether through partnerships, open letters, or enabling your executives to champion a conversation with their C-Suite, your path to seven-figure deals starts with clarity about the transformation you can enable, not the products you can sell.

Total points up for grabs: 25

At some point, you have to take the leap

Over the past two lessons, we’ve introduced the MINTS framework as delivering the components necessary for winning transformative deals. In the last lesson, #18, we dove deep into Insights as the natural starting point to shape the entire journey using the other four components (Mobilizer, Narrative, Team, and Strategy).

Before we move on to finding, identifying, connecting, and collaborating with a true Mobilizer, we need to do something meaningful with the Insights we gathered in under 90 minutes using this “secret weapon” AI purpose-built for enterprise and strategic sellers.

Now it’s time to get creative with the best way to share those Insights in a way that gets busy executives to do two things:

1. Take notice

2. Act

I care less about the “how” to book meetings and garner attention, and am more interested in understanding “why” they should care and “what” could happen if they don’t. Having a clear and confident indicator around these two simple questions gives you the green light to navigate to the Mobilizer and begin co-drafting a compelling Narrative for transformation together as a Team to enable the right Strategy for their organization.

There are many “hows” on getting noticed, of which many sales influencers I trust have proven to work:

• Crumpled letters and empty donut boxes (courtesy of Dale Dupree)

• Setting up educational, multi-channel sequences (courtesy of Ian Koniak)

• Leveraging your company’s executives or board members to “helicopter” you into the C-Suite (courtesy of Jamal Reimer)

As I mentioned when you embarked on your journey here inside The Purposeful Performer, I don’t believe in the way, I believe in a way. There’s no best way to get executive-level attention—you must experiment and try multiple methods. Once you do, you’ll eventually find a best way for your personality and the executives inside your Diamond Accounts.

But boring emails that could be written by any one of your competitors won’t work. There’s a higher standard to maintain and a mindset of courage that is required.

From January 2018 to June 2021, I won 16 deals that generated over $50M in total contract revenue.

Want to know how many of those deals I sourced myself?

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