August 21, 2024
When it comes to battlecards, don’t let the perfect get in the way of the good.
July 31, 2024
Threaded emails are useful, until they sap your energy and kill your deal.
July 03, 2024
The non-negotiables may seem simple—that’s part of what gives them their power.
June 26, 2024
There is a good chance you are passing up opportunities—easy and happily-proffered opportunities—to get referrals from happy customers.
June 12, 2024
“It’s important to remember that you don’t need to show them everything. You need to solve their problem.”
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 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.