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Master 3A’s – Align, Analyze & Ask To Never Lose The Deal
Based on my experience of winning many deals, saving some deals in the last minute and losing some deals that should not have been lost, I developed a simple, yet effective A.A.A principle – Align, Analyze & Ask that every senior sales executive who negotiate...
read moreInternal Issues: The #1 Obstacle For Sales Executives Negotiating Large Sales Contracts
In a recent study I conducted of over 100 senior executives that negotiate multi-million dollar deals, 52% indicated that the #1 obstacle preventing them from closing their sales deals is an internal constraint. This was followed by customer-driven factors (34%) and...
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