Closing & Deal Strategy

You are constantly being told to “sell higher” and involve economic buyers/execs in your deals. It’s not an easy request...

If pressed to offer universal advice for sellers, I think I'd say, "shift the burden." Here's what it could look...

As we approach the end of the year you may be worrying about getting deals closed before end of quarter....

I’m frequently asked if you should bring up pricing early in a deal. I think you should almost always bring...

This week we are looking at why simply meeting your customer's requirements usually leads to losing. The situation: Sellers become...

Ok, I'm going to start this newsletter with a disclaimer: I'm going to get dangerously specific in my recommendation for...

My rule as a leader is that I’ll never be upset with a bad outcome as long as two things...

This week we are examining how I screwed up a winnable deal so you can learn from my pain and...

This week we are looking at two conversations that played an outsized role in turning around two low points of...

“Let me talk internally and get back to you” is when most sellers lose control of their deals. This is...

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