Sellers keep telling me the same thing: we can’t get in front of the stakeholder. Here’s the old term worth reviving, and why calling almost anyone … [Read more...] about Your Stakeholder Is Ghosting You…Now What?
The One Buyer You’re Not Talking To
Stakeholders, buyers, influencers. You’ve mapped them all, and you’re still missing the one person who actually moves the deal. Don’t forget to check … [Read more...] about The One Buyer You’re Not Talking To
Deals Aren’t Won in Negotiation
If you keep getting beaten up on price, the problem started long before the negotiation. Here’s why deals are really won or lost in early … [Read more...] about Deals Aren’t Won in Negotiation
The Questions to Ask After You Lose a Deal
Nobody likes reopening a deal they lost. But the post-mortem is one of the fastest ways to lift your conversion rate. Here are the questions to ask … [Read more...] about The Questions to Ask After You Lose a Deal
Your Gut is Telling You Something. Listen.
I hear the same three words in deal reviews all the time: “This one’s different.” It almost never is. Here’s the tell most sellers talk themselves … [Read more...] about Your Gut is Telling You Something. Listen.
The Real Reason You Won’t Walk Away
I see it in almost every deal review I run: a seller white-knuckling a deal everyone else in the room can tell is a loser. There’s one reason they … [Read more...] about The Real Reason You Won’t Walk Away
