JULIO ALONZO / PRACTICAL RESOURCES

Useful tools for better commercial decisions.

A curated home for B2B sales guides and market-entry tools. Begin with the LATAM readiness assessment or select a practical sales guide below.

B2B sales library

FEATURED / LATAM MARKET ENTRY

LATAM Market-Entry Readiness Scorecard

25 questions across market, buyer, channel, execution and organizational readiness. Score your company from 0 to 100 and identify the next decision.

Get the free scorecard

25QUESTIONS

05DIMENSIONS

100POINT SCALE

VENDE MEJOR B2B

B2B sales library

29 complete guides in English, with all original pages, images and Julio’s branding. Free access after entering your name and email.

01 / PROCESS

Designing a sales process

Segmentation, stages and decisions that turn activity into a manageable sales process.

PDF / EN · 20 PAGES

02 / DISCOVERY

Consultative selling

Diagnosing needs and building value through commercial conversations.

PDF / EN · 19 PAGES

03 / SAAS

Selling SaaS solutions

Buying cycles, value demonstration and follow-up for recurring solutions.

PDF / EN · 29 PAGES

04 / QUALIFICATION

MEDDIC for complex sales

A framework to examine metrics, decision makers, criteria and buying process.

PDF / EN · 26 PAGES

05 / NEGOTIATION

BATNA in commercial negotiation

Alternatives and preparation before negotiating an important opportunity.

PDF / EN · 23 PAGES

06 / NARRATIVE

Storytelling in B2B sales

Structuring arguments and examples to support a buying decision.

PDF / EN · 20 PAGES

07 / EXECUTION

Creating urgency without pressure

Making the cost of delay clear without manufacturing scarcity.

PDF / EN · 20 PAGES

08 / OPPORTUNITIES

When buyers ask for more information

Distinguishing a genuine question from an opportunity that is not progressing.

PDF / EN · 27 PAGES

09 / GROWTH

Growing customer referrals

Building a referral process that respects the customer relationship.

PDF / EN · 16 PAGES

10 / LEADERSHIP

Leading by example

Leadership habits and coaching for commercial teams.

PDF / EN · 19 PAGES

VENDE MEJOR B2B / EN

More complete guides

Full English editions of Julio’s original guides, preserving their imagery and visual identity.

11 / EN

Building a compelling sales proposal

PDF / EN · 15 PAGES

12 / EN

Discipline and lasting motivation

PDF / EN · 25 PAGES

13 / EN

The NEPQ sales model

PDF / EN · 29 PAGES

14 / EN

Building rapport with NEPQ

PDF / EN · 18 PAGES

15 / EN

Using empathy in sales

PDF / EN · 27 PAGES

16 / EN

The AIDA sales model

PDF / EN · 19 PAGES

17 / EN

Inbound sales and value creation

PDF / EN · 21 PAGES

18 / EN

Strategies for business growth

PDF / EN · 25 PAGES

19 / EN

Building a system for sustained progress

PDF / EN · 29 PAGES

20 / EN

Developing a personal brand

PDF / EN · 19 PAGES

21 / EN

Improving customer communication

PDF / EN · 27 PAGES

22 / EN

Customer conversations with NEPQ questions

PDF / EN · 12 PAGES

23 / EN

BANT for prospect qualification

PDF / EN · 27 PAGES

24 / EN

Focus and commitment in execution

PDF / EN · 29 PAGES

25 / EN

Managing the fear of failure

PDF / EN · 29 PAGES

26 / EN

The Challenger Sales model

PDF / EN · 27 PAGES

27 / EN

Powerful questions in sales

PDF / EN · 20 PAGES

28 / EN

Prioritizing like a CEO

PDF / EN · 27 PAGES

29 / EN

Building customer trust

PDF / EN · 17 PAGES

JULIO ALONZO ADVISORY

Discuss a commercial challenge

Educational material. Outcomes depend on execution and market conditions. No sales result is guaranteed.

Discuss a commercial challenge