How to Sell To Procurement And Hold Your Ground
Your capability to transition from price-sensitive supplier to valued strategic partner rests with a newly sophisticated group of professionals: the procurement chief. The sales profession has a lot to answer for. Over the past two decades, many salespeople have relaxed into an over-reliance on flashy presentation software, whether that’s PowerPoint, Canva, Pitch, or any number […]
How to Push Back, Hold Your Ground and Still Close the Deal
There is a moment most founders know intimately. You are deep in a negotiation, the deal is close, and the client pushes for something you know you should not give. A discount that erodes your margin. A scope addition that will cost you real time and money. A term that sets a precedent you will […]
Getting Clear on Strategy vs. Tactics
Today I’m going to help you get one of the most important parts of your job right. It’s the thing I find most business people struggle with, even though it’s just about the most essential foundation any manager can build. That’s right—today I’m going to get you started on the journey of using intelligent strategy […]
Decision-Making For New Sales Managers
Six months is usually when it shows up. The person you promoted or brought in from outside is through the honeymoon period, they’ve started making real decisions with real budget, and something has gone wrong that didn’t have to. Maybe it’s a CRM that nobody on the team is using properly. Or the incentive plan […]