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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...

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...