MY PERSONAL BLOG

Welcome to my personal blog. Here you can find my latest thoughts on dealmaking, sales and negotiations.

Sales Leadership

Your Product or Service is way too expensive

“Your Product or Service is way too expensive” ❌ Basically, the Sale just started 👨‍💼 There are various aspects to such narrative: 1- Customer executed or read a benchmark and knows the marketplace 2- Customer did not do any research and is making the first step for

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MegaDeals

Fear, Uncertainty, and Doubt (FUD) – Sales Strategy

Whether you are a sales executive, dealmaker, VP Sales, or CEO of your company, it’s fair to say that you are constantly thinking of strategies to more easily sell your product or service. This can be everything from digital marketing campaign, adopting a certain type of persuasive

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Sales Leadership

Accelerate Sales as a ‘Sales Leader’

Most Sales Leaders are promoted because they had an outstanding track record in closing deals and/or overachieving Sales targets. As a result, their manager asked if they would like to become the ‘Head of Sales‘, meaning: Leading a number of Sales Professionals to enhance Sales performance, increase

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MegaDeals

Fundamentals Of The Price-to-Win Strategy

How often do we see that once received an RFI or RFP from our customers we immediately start working on it without a proper strategy? As such, a common result is that the solution guys over-scope the solution, afterwards, delivery will cost it, put some risk and

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MegaDeals

8 Simple Tips To Manage Your MegaDeal Better

After leading – and participating in different roles – several deals in the last years, I noticed that some deal fundamentals always apply. Whenever it’s a very complex, large or mid-size, even small deal, they always return one way or another. Here are 8 simple tips to

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