Month: July 2025
Welcome to part three of the $200,000,000, 10-year deal—the moment we had to go around the system and head straight to the economic buyer. We had already done a great needs assessment. We were innovative. And our client’s customer’s bid was written based on our client’s specs and innovative ideas. That gave their customer the…
This is part two of breaking down the magical moments that led to a $200,000,000, 10-year deal. In part one, we talked about asking the right questions to uncover the right outcomes—shifting from chasing a low-bid win to securing a long-term strategic agreement. Now for magical moment number two. During a review meeting, the client’s…
When I say most people aren’t going after the right outcome, I usually get the same response: “That doesn’t apply to me. I know what I want.” But in 90% of the turnarounds I’ve led as a top sales leadership consultant and keynote speaker, the first breakthrough didn’t come from doing more. It came from…
Stop! The world feels out of control—economically, emotionally—and the instinct is to hit the brakes. AI is rewriting the rules. Global chaos is draining us. The pandemic shifted everything. It’s no wonder that people feel like they have no control over their lives or businesses. And when that happens, we freeze—or we scramble. We grab…
Let’s be honest, the world feels a little uncertain right now. Markets are shifting. Customers are hesitating. Wars are breaking out all over. But here’s the truth: uncertainty isn’t the problem—indecision is. As a top sales leadership consultant and keynote speaker, I talk to sales leaders and executives every day. They say, “We are waiting for clarity.…
Welcome to part three of the $200,000,000, 10-year deal—the moment we had to go around the system and head straight to the economic buyer. We had already done a great needs assessment. We were innovative. And our client’s customer’s bid was written based on our client’s specs and innovative ideas. That gave their customer the…
This is part two of breaking down the magical moments that led to a $200,000,000, 10-year deal. In part one, we talked about asking the right questions to uncover the right outcomes—shifting from chasing a low-bid win to securing a long-term strategic agreement. Now for magical moment number two. During a review meeting, the client’s…
When I say most people aren’t going after the right outcome, I usually get the same response: “That doesn’t apply to me. I know what I want.” But in 90% of the turnarounds I’ve led as a top sales leadership consultant and keynote speaker, the first breakthrough didn’t come from doing more. It came from…
Stop! The world feels out of control—economically, emotionally—and the instinct is to hit the brakes. AI is rewriting the rules. Global chaos is draining us. The pandemic shifted everything. It’s no wonder that people feel like they have no control over their lives or businesses. And when that happens, we freeze—or we scramble. We grab…
Let’s be honest, the world feels a little uncertain right now. Markets are shifting. Customers are hesitating. Wars are breaking out all over. But here’s the truth: uncertainty isn’t the problem—indecision is. As a top sales leadership consultant and keynote speaker, I talk to sales leaders and executives every day. They say, “We are waiting for clarity.…