Negotiation

Customer Dragging Out a Deal?
If you've been in sales long enough, you’ll encounter situations where a customer drags their feet on making a decision. Once follow-up messages start to go unanswered, it's probably time to take a step back and think critically about where the deal may be stuck and how to get it moving forward. This article will help you…
Deal Advice
Hey, This question would be good for the upcoming deal clinic; however, I have a customer meeting 2 days prior that I would love some advice on. Scenario: I'm working on a net new logo opportunity - We have won technically and are well aligned to the business pain, and the CISO has chosen us as the winning vendor. However…

Upcoming Events

Ascender Insights: The Plan to Make the Plan
The start of a new year brings new pressures and new expectations. Whether you're the top rep looking for even greater heights or someone looking to improve, you need a plan for success. And, you need to put it in motion now. What is your plan to make your plan this year? Force Management’s Co-Founder John Kaplan has been…