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Sales

5 published guides on sales — written to be acted on, with the numbers behind every recommendation.

All Sales guides

Discounting on request teaches the buyer your price was never real. That lesson lasts the whole relationship.

5 min read

A proposal is not a brochure. It is a written record of what you agreed on the call.

5 min read

You are not there to convince anyone. You are there to find out whether this is worth either of your time.

5 min read

"Just checking in" asks the buyer to do work. Every follow-up should carry something.

4 min read

A pipeline is only a forecast if the stages mean something. Most don't, which is why most forecasts are wrong.

5 min read

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