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,…
Welcome to 2020! Let’s Abandon 1990s Sales Tactics Part. 2
Tactic 2: The “presumed close” to incept buying desire into your customer’s brain. The presumed close is the…
Welcome to 2020! Let’s Abandon 1990s Sales Tactics Part. 1
Tactic 1: The “Limited Time Offer” to build urgency. This technique can also be referred to as the…