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Deals hanging by a single thread are risky. But there are wrong ways to multithread, too. Here's the right way to get multithreaded & manage large group dynamics.

Messaging Frameworks B2B Sales Champions Love

Most sellers have never been buyers. But when you buy, you change how you sell. Learn from dozens of sellers buying for the first time.

Building a business case isn't just an activity in a part of the sales process. It *is* the process, and every selling activity flows from it.

This 4,262 word email leaked from Mark Zuckerberg. And it shares almost everything you need to know about selling to executives, and what kind of messaging...

Here’s a move 98% of sellers will ignore. But it’s as close as I can come to guaranteeing you executive attention: building a future-state press release around your customer's outcome.

Every contact in your deal is a vector, moving the buying team in a certain direction. Your progress is the sum of all vectors in the buying committee.

Any deal you’re trying to develop that’s not directly aligned with a company priority is at risk. Even if you’ve built a solid champion, it’s your job to enable them with a sharp message that cuts through the noise.