Jun 27, 2022
Paul shares some ideas on how to move that deal past procurement and on to the close.
Show Notes
Reach out to other decision makers on the project and have them champion your solution with procurement.
Introduce a benign sense of fear. What does that mean?
Find out what scares this procurement buyer more than...
Jun 20, 2022
Paul shares some inspiring advice to help you remain hopeful even when you are struggling.
Show Notes
Your faith (in your success) has to be greater than your fear (of failing).
“Not failing” is not the same as succeeding.
Make your dreams bigger than your doubt. “Dream big enough to make your bones itch.” Tom...
Jun 15, 2022
Paul interviews renowned sales author, Jeb Blount, about his newest offering, Selling the Price Increase, available June 15, 2022.
Show Notes
“Your primary role is to make your customers happy. Price increases don’t make them happy.” Jeb Blount
What’s in the buyer’s mind when you ask for a...
Jun 13, 2022
Paul shares some insights on the indicators of a recession.
Show Notes
“The stock market has predicted nine of the last five recessions.” Paul Samuelson, American economist. (Maybe don’t just look at the stock market.)
Purchasing Managers Index is above 50% (at the time of recording) but trending...
Jun 6, 2022
Paul provides seven tips to deal with the inevitable issue of losing your main contact.
Show Notes
How many good relationships do you have within your top customers? How many should you have?
When meeting the new decision maker, reinforce the popularity of your solution.
Discuss your new key contact’s expectations...