Late-stage deal coaching is costing you money
Has this happened to you? You lose a winnable deal. Or you won, but it was with a massive discount at the end. These are common outcomes of late-stage deal…
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July 26, 2022
This one question will improve your win rate
This one question will improve your win rates. Who can say 'no'? One of my advisors said this to me and I was embarrassed because I didn't know the answer.…
January 13, 2022
4 things to do before your next discovery call
4 things to do before your next discovery call The discovery call is the most important meeting in a sales cycle. It's the key to running faster sales cycles…
January 7, 2022
Is MEDDIC working for you? Here are 3 ways to find out
If you are in B2B sales, you are probably following a sales framework like BANT, MEDDIC, Sandler, or Gap Selling. Here's how you know if it's working and what impact it's having.
November 2, 2021
Lunch w/ David Priemer (Cerebral Selling)
When was the last time you put yourself in your customers’ shoes?David Priemer says that the ability to show empathy and understand your prospects’ point of view is critical to…
April 21, 2020
Top 3 Reasons Why Sales Managers Leave Money on the Table
Whether you hit your sales targets or not this year... You left money on the table. How do I know this? Because we all did. And if you’re like me, this…
December 20, 2019
Hiring, Recruiting, Onboarding & Retention by AA-ISP Boston
AA-ISP Boston chapter had a fun event last night at Workable about Hiring, Recruiting, Onboarding & Retention. These were some of my favorite takeaways from the speakers: Rachel Bates (Workable)Rachel shared some of her favorite…
December 14, 2019
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