Latest Episodes
Ep 197: A perfect example of how not to follow up
Wanna get ignored, want your buyers to turn into ghosts and your deals to get stuck? Then do this. Or if you don't, then do this: click the following link and get my h...
EP 196 - Diagnose, don't pitch
Yes, there are still people out there who teach that you should have a compelling pitch. And I suppose they also teach you that if you don't get the sale, your pitch w...
Ep 195: Are you underserving your people?
Because it might sound harsh, but if you're unable to sell your work, you don't get the sale, your buyer doesn't get the solution, and you don't get to serve them. I c...
Ep 194: Truth, fictions, and sales
Don't you just love the stories you tell yourself? Especially those about how likely a deal is to close, aren't they just the best? Oh, right. Get the details on Deal ...
Ep 193: The decision-maker? You might as well talk to the janitor
There's a reason why the Deal Diagnosis X-Ray playbook doesn't talk about urgency or budget or who is the decision-maker. Because if that's all you work with, you'll b...
