Insights and Outcomes
- What do…
There are two questions that will help you win more deals. The first question is, “How am I going to win this deal? The second is the other side of that question, requiring an answer for “How am I going to lose this deal?” The first…Continue Reading
A lot of salespeople seek the one right answer. They want to know what the right strategy is, so they can apply that strategy to every deal. They want to know what tactic works in some situation, in order to memorize that single tactic and use it…Continue Reading
When you think about how much time you spend actually selling, it isn't very much. I mean, really selling, you know, when you are sitting face-to-face with your prospective client engaged in a dialogue around change.
Look at your last week’s…Continue Reading