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Issue #59: Eat the Risk, Get the Sale.
"The best way to find out if you can trust somebody is to trust them." Ernest Hemingway The biggest deal in the history of this company almost died in a chair. Not over price. Over a silence. Everything on paper was perfect, and paper was never the problem. The...
Issue #58: Build the Scoreboard First.
"Without data, you are just another person with an opinion." W. Edwards Deming I spent last week in a lot of rooms from Dallas to Denver, and almost every one of them was about the same thing. On the surface they looked like different meetings. Pipeline. Paid media....
Issue #57: Make Them Come Find You
"Your brand is what other people say about you when you are not in the room." — Jeff Bezos I went to the biggest room in our industry at iPX 2026 in Austin this year with a plan and a number. The number was twenty. Twenty qualified conversations, decision makers only,...