Every NO has a name.
These are the stories behind them.
Stop Mistaking Hope for a Pipeline
Every month, sales teams walk into the pipeline review and perform. How the Commitment Currency Scorecard and a 4-question audit close the Theatre of HOPE.
Pick Up a Pen: Your Best Rep Is Running a Scorecard on You
Your best rep is running a scorecard on you. Why a handwritten note and a Quick Hitter to leadership build Relationship Equity an email blast never will.
What Do Rusty Wallace and Sammy Hagar Have to Do With a $1 Million Account?
Months of silence from a Director of Engineering ended with a $50 Pattern Break. How the Silent NO turned into a $1 million-plus account, plus the nine Pattern Break options from Selling Against NO!
The $800,000 Order I Lost to a Product That Wasn’t Better
I was three years into my sales career when I lost an $800,000 order I should have won. We were replacing an incumbent competitor with a better product. It was a direct replacement. No modifications were needed. Six months into the process, everything appeared aligned.
Hall Of Fame: Why 70% Failure Builds Legend Level Sellers
MOST SELLERS ARE NEVER TAUGHT WHAT A HALL OF FAME CAREER ACTUALLY REQUIRES. In baseball, three hits out of ten makes you a Hall of Famer. Here is the part people leave out: you have to do it for ten years minimum just to be
Field Notes