It’s time to stop selling what you do, or make. Instead, start selling why you do it. Confession time: I have a slight addiction to Macs. And […]
How to get what you need from your contact’s boss 101 – on MoneyWatch!
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Preparing Your Sales Prospect for the Internal Review Meeting
There is always a “meeting after the meeting” in a big sale. Hardly ever is the real decision made at the table while you are […]
“Send lawyers, guns and money…”
I was gambling in HavanaI took a little riskSend lawyers, guns and moneyDad, get me out of this – from “Lawyers, Guns and Money” by […]
The Trigger Map Strategy
“If we get Microsoft, (replace Microsoft with your favorite iconic brand name), then it is going to be a lot easier to get other big […]
Part II: The Many Reasons Deals Get “Stuck” (Sometimes it’s our fault!)
My last post dealt with the “Problem” problems that cause deals to get stuck. There were quite a few. As I promised in that post, […]
The Many Reasons that Deals Get “Stuck”
In our business, more than half of our deal coaching work focuses on “unsticking” deals, and believe me, it’s exactly how it sounds. Sometimes a […]