Discovery

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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