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

Chances are, I would hate your slide presentations, but it's not your fault. Most presentations suck because you have a...

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

I was recently asked if I had a framework to introduce the company, run discovery, and demo in a 30...

One of the most challenging balances in sales: showing too little of your solution vs. showing too much. If you...

This week we are breaking down how to capture (and keep) your buyer’s attention by bucketing your demo into three...

Effectively using unique differentiators can be the difference between winning and losing a deal. Unfortunately, most AEs use them wrong....

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

Let's talk about trap-setting. Effective trap-setting increases your win rate by disqualifying your competition. This is done by influencing your...

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