How to Strategize and Win a WOD Like Rich Froning ⇒

  • Round one should feel like you’re going way too slow and you have a strong urge to just fire on ahead.
  • Round two should feel like you’re perfectly pacing.
  • The final round should feel like you’re barely able to get the work in with the determined workload/rest interval

Pacing has been something I’ve been really working on this year. Hardest part for me is slowing down in round one.

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A Product Person’s Perspective on Enterprise Selling ⇒

There’s really only one key factor that distinguishes enterprise selling from everything a product person knows, and that is enterprise selling ends with the product and starts with the enterprise.

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The 1 thing you need to win every negotiation ⇒

There are hundreds of books on how to negotiate. You can spend a year reading them all to become a great negotiator. Or you can do the one thing that will give you the upper hand in every negotiation: be willing to walk away.

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How to Use Emotions to Sell ⇒

"Every decision is emotional." By uttering this simple sentence on the main stage of AA-ISP’s Inside Sales Leadership Summit, Tom Snyder, founder of VorsightBP, got a roomful of attendees to nod in agreement

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