Category: Winning Deals

Do you know your Customer? Part 1

After working multiple years on small-, medium-, and global accounts, I have witnessed allot of differentiation when it comes to understanding a customer (and customer...

Relationships

Sales is a people business, people sell to people, not to machines. It’s critical for all engagements to fully understand the landscape of relationships at...

From Good to Great, Part 1

Most sales people assume that following the customer buying process and delivering a ‚good‘ proposal will eventually win them the deal. Let me be very...

Strategic Deal Qualification

After working intensively on multiple smaller, large and complex deals, strategic deal qualification is one of the, if not THE, most critical tool for you...

How Far Will You Go to Win a Deal?

Working in Sales is a privilege and requires an arsenal of skills to become a successful Sales Leader. One of the key aspects whilst working...

8 Simple Tips To Manage Your Deal Better

After leading – and participating in different roles – several deals in the last years, I noticed that some deal fundamentals always apply. Whenever it’s...
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