Insights
Short, direct articles on negotiation, pipeline management, the psychology of "no," and what it takes to become a Trusted Advisor.
The conventional wisdom is that a bigger pipeline means more revenue. The data tells a different story. Here is what happens when you stop chasing volume and start chasing quality.
ReadMost ICPs are wish lists. They describe the client you want, not the client you should pursue. Here is a practical, five-step process for building an ICP that protects your time.
ReadWhen a prospect says 'it is too expensive,' they are almost never talking about the number. They are telling you something far more important — if you know how to listen.
ReadThe difference between a vendor and a trusted advisor is not expertise. It is not experience. It is a single, uncomfortable decision that most salespeople are never willing to make.
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