Closing & Deal Strategy

There are four main causes for deals stalling in sales. Hypothetical solutions can get you far in the sales process....

Promising deals stalling late in the process is one of the most frustrating outcomes for a seller. You can have...

Let's talk about how to leverage previous users to accelerate multi-threading and win more deals. Smart AEs leverage previous champions...

Competitive industries are saturated with high-cost and low-cost providers. Regardless of where your solution fits on the cost spectrum, you...

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...

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