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Why Meeting Solution Requirements is a Bad Sign
This week we are looking at why simply meeting your customer's requirements usually leads to losing. The situation: Sellers become excited when...
October 14, 2022
“Can you break out your proposal into line-items?”
Ok, I'm going to start this newsletter with a disclaimer: I'm going to get dangerously specific in my recommendation for...
October 12, 2022
Why You Should Proactively Address Risk in Sales
My rule as a leader is that I’ll never be upset with a bad outcome as long as two things...
July 27, 2022
Three Mistake that Lost a Deal (and how to avoid for yours)
This week we are examining how I screwed up a winnable deal so you can learn from my pain and...
May 14, 2022
Two conversations that changed my career trajectory
This week we are looking at two conversations that played an outsized role in turning around two low points of...
April 23, 2022
Avoid End of Deal Stall
“Let me talk internally and get back to you” is when most sellers lose control of their deals. This is a...
April 9, 2022
How to Motivate and Enable Your Buyer in B2B Sales
If you frequently lose deals early in the process, you need to better motivate your buyer. If your deals fizzle towards...
April 2, 2022
My Favorite Metric in B2B Sales
This week we are going to take a deeper look at my favorite metric: next quarter’s weighted pipeline. Weighted pipeline takes...
March 26, 2022
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