Pitching Big Deals (AOTBD Part 6)
When it comes to closing big deals, how you present the deal makes all the difference in the…
Designing Deal Safeguards (AOTBD Part 5)
The future is uncertain and building safeguards into long-term deals increases the comfort of both parties and accelerates…
Structuring Big Deals (AOTBD Part 4)
Closing large, long-term deals requires creating deals that align with your client’s objectives and unlock multiples of value…
Calculating Value Creation (AOTBD Part 3)
To structure deals that multiply customer value in exchange for a commitment, you must estimate the value numerically…
Introduction to Value Multipliers (AOTBD Part 2)
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…