We prepared for a Win-announcement, but we didn’t get it. Our competitor did. Months of effort invested into a must-win, multi-million-dollar bid. We believed our

I often had to argue the necessity of advanced master-class sales training workshops for our entire sales force and executives, throughout my corporate career in

It wasn’t just a “no”, it was a “game over” announcement.  The competitor had undercut our price significantly, the board had approved their bid, and

In my three decades navigating the world of B2B high-tech sales, I’ve seen various sales approaches. Yet, one principle has proven constant: sales is a