The printer in the order processing department starts up.

It spits out a purchase order from a customer.

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Avoid the trap of thinking you have something to lose.

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They had rehearsed for this meeting too. We weren't dealing with amateurs. In the enterprise space, we rarely are.

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Did you know that when we think we have reached our limit, we are actually at one-third of our capability?

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It makes us cringe to read that…

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There are few challenges that any sales organization will encounter in the present day that haven’t been solved before.

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Extraordinary does not begin to describe this CEO and the group he has assembled.

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It's easy to be a saint in paradise.

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Two competitors, two teams battling for the honor.

The stakes could be no higher.

In their minds, this is 100 times bigger than the Super Bowl.

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Recent data suggests that over 70% of salespeople will not achieve their 2024 quota.

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An old rancher had once told him...

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Assume good intentions, but get it in writing.

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Prospecting requires the entry-level sales rep to call up a complete stranger, get them to answer the phone, have a conversation, and book a meeting with them.

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That's the thing about using real-life stories. The characters in these stories are real people.

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We were nearing the end of the negotiations over the terms and conditions when...

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This week I respond to a request for more details from The Fighting Chair.

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This week I share tips to help our negotiation skills.

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My Get Up and Go Must Have Got Up and Went

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On this particular Good Friday in March of 2008, I received a call from their CFO.

In the first fifteen seconds, I can tell he is very uneasy.

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The unenlightened held Pollyanna beliefs that large-scale deals between Fortune 500 companies were not "fights" of negotiation but rather celebrations of friendship forged into a business relationship consummated with feel-good lunches and cocktails.

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