Kyle Asay

The most common mistake I see in discovery is mistaking a negative current state for a negative consequence. Today, I'll...

If your Buyers imagine a basic solution is the best fit, you’ll end up competing on price with your most...

The most common mistake I see in discovery is mistaking a negative current state for a negative consequence. Today, I'll...

In this post, you'll learn how to discover the true Current State of your prospect and their business - and...

I’ve spent several hours working with our enablement, marketing, and operations teams to create a “First Meeting Deck” to drive...

I had no desire to pursue a leadership role early in my career. I was wrapping up a fantastic year...

I used to avoid risk in my deals at all costs. "If we don't talk about it, the buyer won't...

Sellers are frequently taught to help their buyer "quantify" their problem or pain as a way to increase urgency early...

In my years selling, I’ve tried to accelerate deals in many ways. Nothing I’ve tried has ever worked as well...

Humans love stories. We spend insane amounts of time consuming stories through TV, movies, reading, music, and other channels. Since...

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