Feb 13, 2023

Welcome to Episode 14 of the Win the Deal show!

This week, I discuss the ins and outs of pricing negotiations.  This is a critical component of any B2B sale and can significantly impact both us as the B2B sales professional and our negotiation partner, our potential customer.  

I outline what I believe are the six key...

Feb 6, 2023

Welcome to Episode 13 of the Win the Deal show!

This week, I reflected on RFPs, and whether a B2B sales professional and their organization should be participating in them.  I provide context as a B2B procurement professional and what I believe are the reasons to and not to participate.

I also throw in some Shakespeare.

Jan 30, 2023

Welcome back to Episode 12 of the Win The Deal show!

As the economy is starting to slow down, and we see more layoffs from large organizations, one cannot help but think an economic challenge will be facing more companies.  For B2B sales professionals, this can lead to:

PRICE NEGOTIATIONS

Specifically, price reductions....

Jan 23, 2023

Welcome to Episode 11 of the Win The Deal show.

This week, I reflected on the question, "Why?" How we use it in our B2B sales, and whether or not the response is genuinely helping to qualify the sale.

I refer to the questions as Qualified Why questions you should be asking in your B2B sales environment.

In today's...

Jan 16, 2023

We made it to Episode 10!  Next milestone 100!  Ok we will celebrate a few others in between.

Today's episode was inspired by the snow, the climate I am living in now and my wife!  How do they align with B2B sales?   Keep listening to find out.

All episodes are recorded, and a video version is uploaded to the Win The...