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 29, 2024
There are a lot of reasons why an organization might choose to go the team-sales route.
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.
May 01, 2024
Let’s talk about the impressive negotiation skills we can all learn from Disney’s Lady and the Tramp.
April 24, 2024
“I think of one-pagers like a queen on a chessboard.”
April 10, 2024
What a one-pager promises is manageability. You can do this. You can take a quick peek. It’ll only take a moment.
April 03, 2024
If communication toward a specific goal is part of your job, personas are hugely helpful.