August 21, 2024
When it comes to battlecards, don’t let the perfect get in the way of the good.
August 07, 2024
Ironically, the book was neither slow nor productive.
July 31, 2024
Threaded emails are useful, until they sap your energy and kill your deal.
July 17, 2024
We talk a lot about how a consistent process and the non-negotiables are seen from the prospect’s point of view, but what about what they do for you, the sales professional?
July 03, 2024
The non-negotiables may seem simple—that’s part of what gives them their power.
June 19, 2024
It’s easy to think that money is the motivator, but it’s not. Efficient production of money is the motivator.
June 05, 2024
When you have your first discovery call with a new prospect, they are at the top of your sales funnel, but you are not at the top of theirs.
May 22, 2024
“I’ve been involved in enterprise deals where we knocked out every single thing except for one last item…” That item can kill a deal.
May 08, 2024
Your memory is not to be trusted, but it has a very good reason as to why.
April 24, 2024
“I think of one-pagers like a queen on a chessboard.”