Checklist: Triangle Selling
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"With Weflow, we’re now capturing all relevant activities and have full transparency into the performance of each sales rep. It’s a game changer."
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"Weflow gives us better visibility and predictability of our business."
"Weflow eliminated the need for our VP to ask, ‘Did you follow up with that deal?’. It tracks customer interactions automatically, creating a framework that drives accountability across the team."
"None of the other tools gave us a solution like Weflow. From the beginning, we had a really smooth process."
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"I had a first introductory call with Weflow. I think I was sold after 15 minutes. There’s no question that the people at Weflow understood the problems that we were trying to solve."
"I’ve worked with Gong before, but Weflow’s simplicity and real-time sync are game-changing."
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"We use Weflow to auto-capture activity data, run deal reviews, and analyze our pipeline to inform our forecast. Being able to spot deal risks early has improved win rates and pipeline health."
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What's Inside
Buyer motivation discovery
- How to open discovery on Reason so reps anchor the deal to actual pain or measurable reward
- The three question types that drive useful discovery: probative for specificity, socrative for intent, qualifying for priority
- A repeatable talk track that ties solution value to buyer pain before any feature-level conversation happens
Purchase readiness mapping
- The seven resource categories every deal must clear: emotional, intellectual, human, technical, financial, political, and energy
- Operational dependencies to validate early, including implementation owners, training capacity, change management, and tech stack integration
- Qualification prompts that surface budget approval, stakeholder roles, ROI logic, and real urgency before forecast commits
Objection management framework
- Three resistance types to diagnose in-call: reactance to the sales process, skepticism of the solution, and inertia toward change
- Reactance plays that lower buyer friction through customer stories, validation, lighter asks, and re-qualifying the need
- Skepticism and inertia plays covering satisfaction guarantees, offer reframes, future-focus positioning, and returning to core Reason
Daniel Schemmert
Daniel Schemmert is the Head of Growth at Weflow, where he's built the GTM engine from scratch. He spends valuable time talking to RevOps leaders about how they run pipeline, forecasting, and Salesforce. He's also the co-founder of RevOps Chat, the Slack community where 1,000+ RevOps practitioners share what's actually working inside their revenue orgs.
Go Deeper
Triangle Selling Framework: Reason, Resources, and Resistance Explained
#46 From B2C to B2B: How to switch GTM motions
Sales Methodology Guide & Checklists
Frequently asked questions
What is Triangle Selling and how is it different from a standard qualification framework like MEDDIC?
Triangle Selling organizes the sales process around three sequential lenses — Reason, Resources, and Resistance — rather than a checklist of qualification criteria. Where MEDDIC focuses on what you need to know to qualify a deal, Triangle Selling also tells you how to handle what you find, including a specific playbook for three distinct types of objections.
Do I need to work through all three steps in order, or can I jump to Resistance if I'm already deep in a deal?
The steps are designed to build on each other — Resistance objections are much harder to handle if you haven't already mapped the Reason and Resources. If you're mid-deal and hitting pushback, use the Resistance step as a diagnostic, but expect to loop back into Reason to uncover the underlying problem the lead is actually trying to solve.
What information do I need from a prospect before I can meaningfully work through the Resources step?
At minimum, you need a clear picture of their current tech stack, who controls budget, and who the key stakeholders are across champion, economic buyer, and executive sponsor roles. Without those inputs, you're guessing on at least four of the seven resource dimensions — Financial, Technical, Human, and Political — which leaves your deal assessment unreliable.
How do I tell the difference between Skepticism and Inertia when a prospect goes quiet or stops engaging?
Skepticism usually surfaces as direct pushback on your claims — ROI numbers, case studies, or product capabilities. Inertia looks more like stalling, vague "we need to think about it" responses, or sudden silence after a previously active conversation; the prospect isn't doubting you, they're avoiding the change itself.
Which of the three Resistance types should I prioritize handling first if a prospect is showing signs of more than one?
Start with Reactance — if someone is resisting the sales process itself, they won't engage honestly on your solution or their own change readiness. Once they're willing to have the conversation, Skepticism and Inertia become workable using the specific tactics in the checklist, like reframing the offer or doing a deeper dive into Reason.
How often should I revisit where a deal sits across the three Triangle Selling steps during an active sales cycle?
Run a quick check at every meaningful stage transition — after discovery, after a demo, and before you submit a proposal. The resource landscape and resistance type can shift as more stakeholders get involved, so a deal that looked clean on Resources in week one may have new Political or Financial blockers by week three.
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