Closing & Deal Strategy

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...

If you frequently lose deals early in the process, you need to better motivate your buyer. If your deals fizzle...

This week we are going to take a deeper look at my favorite metric: next quarter’s weighted pipeline. Weighted pipeline...

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