Know All You Can

More often than not we enter into opportunities where competition exists.  Our invitation to participate is procurement’s prerogative to balance out the bidding process. Unbeknownst to us, senior stakeholders usually have a predisposition. As with most elements of the...

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...