The Art of the Big Deal (Part 3 of 8)
To structure deals that multiply customer value in exchange for a commitment, you must estimate the value numerically…
The Art of the Big Deal (Part 2 of 8)
Enticing customers into signing large deals requires aligning the deal to their company objectives and multiplying their value…
The Art of the Big Deal (Part 1 of 8)
The art of closing large deals is elusive in sales. While top sellers are known for closing large,…
Leveling Up your Video Calls Pt. 2
In May, I published 10 tips to improve your video presentations. Now, five months later, and what feels like…
Mastering the Sales Formula
Every business’s sales growth is a formula. For a business to scale efficiently, you need to master the…
Three Critical Sales Metrics You’re Not Measuring
A well-run business is a predictable sales equation: marketing efforts generate leads for the top of the businesses…
The Great Startup Balancing Act
Startups are a delicate balancing act between acquiring new customers and maintaining their existing ones. Focusing too much on…
The Secret to Accurate Sales Forecasts
The incentive to forecast accurately is a natural misalignment between sales management and the sales team. Sales managers…
10 Tips to Improve Your Video Presentations
Presenting over video conference is uniquely challenging. Unlike an in-person presentation, the presenter’s ability to read the room…
Everything is Overpriced
Everything is overpriced. The COVID-19 pandemic and economic shutdown created a demand shock that has reduced overall market…