3 Things I Learned From Wall Street’s Most Successful Dealmaker
James B. Lee was a legendary Wall Street banker and one of the world’s greatest dealmakers. Called “Jimmy” by those who knew him, if you were to read his resume or review his accolades you might expect a real-life version of the…
How to Close More Deals, According to 3 Recent Books On Enterprise Selling
After starting a new B2B enterprise sales role I was pleased to discover three great new books on the topic. “Selling Above and Below the Line” by Skip Miller, “Selling Is Hard. Buying Is Harder.” by Garin Hess, and “Mega Deal Secrets”…
What It Means To Sell On Emotion
“People buy on emotion and justify with logic.” This is a familiar phrase many sales professionals agree with. However, much less agreed upon is what this statement means, and just how to use this information to be more successful. What gets in…
Saving Face 