Discovery

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

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

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...

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

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

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

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