Discovery

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

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

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

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

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

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