Advanced Topics

I’m pretty well traveled and have been in customer-facing roles across the U.S., the UK, Continental Europe, Russia, parts of Asia and Latin America,

“There are two winners in every deal: the person who wins the deal and the first person out of it.” – Patrick McLoughlin What’s

AI isn’t just impacting vendors; it’s also driving changes on the buyers’ side of the equation. For example, prospects today expect that vendors will

“Situational fluency is the ability to accurately read and adapt to a specific situation, including understanding and responding to the needs and preferences of those

When in a competitive “bake off” or similar situation where multiple competitors will deliver demos to a prospect, be first. Why? Two reasons! Being

Many folks have commented that “people buy based on emotion and justify with logical reasons.” This is certainly true in some cases. But I think the strongest purchasing

Of course you are all familiar with the Anchoring Effect and use it to your advantage. Here’s an interesting twist: Offering a price range

Have you ever said or heard: “Sorry, I don’t have an example like that in our demo system…” “No, we can’t show that workflow

If you are thinking of drafting a book, or in the process of writing a book, this episode is for you! In this podcast,