I Will Not Say “Please!”

Now that Q1 is in the rearview mirror let’s think about deals currently in our funnel or perhaps one that might have slipped so that we are better prepared as we move them through stages toward commit. We believe that it will be useful to focus on how to effectively...

How to Make Use of Bad News

We’ve all been there. You’re working through a deal expecting a close when suddenly you get an email from your prospect letting you know they’ve selected another vendor. This exercise by itself is a great way to test the health of your opportunity. At any point in the...

Take Control of Your Meeting

Take Control of Your Meeting We’ve all been there… we’ve leveraged a favor or bargained for access to meet with someone who can influence an opportunity for us.  In those situations that are often more personal than professional, it is extremely important that you...

Changing Your Prospect’s Mind- Is it Even Possible?

Have you ever had to change a prospect’s, or customer’s mind? Picture this — you have been working with a prospect for some time and all is going well and moving forward. Suddenly, your calls and emails are no longer being returned. What has happened? After more time...

Tough Conversations

This week Facebook announced that it had created a new kind of computer networking switch, threatening the market control, and profit margins, of companies like Cisco, Hewlett-Packard, Dell and Arista Networks.  One of my colleagues commented on this event on...