Closing New Biz

How to stop your AEs from negotiating against themselves

A discounting framework for early-stage teams

May 7 • Arnie Gullov-Singh

How to manage scope creep without saying no

No need to be the bad cop. Just ask better questions.

Apr 30 • Arnie Gullov-Singh

How to structure enterprise pricing when buyers are scared to commit

A two-tier license structure, a rollout plan template and the framing that gets nervous buyers to commit

Apr 16 • Arnie Gullov-Singh

How to convert open‑source users into enterprise customers

The signal problem hiding inside your open-source traction

Apr 9 • Arnie Gullov-Singh

How to defend against a low-cost incumbent copycat

Don't panic and start discounting

Mar 19 • Arnie Gullov-Singh

How to close enterprise deals while your SOC 2 is still in progress

Keep it boring and procedural

Mar 5 • Arnie Gullov-Singh

How to book the next meeting

Never end a call without booking the next one

Jan 8 • Arnie Gullov-Singh

How to justify the ROI of your AI product

Dec 11, 2025 • Arnie Gullov-Singh

How to deal with Procurement

Lies, tricks and tactics

Nov 13, 2025 • Arnie Gullov-Singh

How to deal with gatekeepers

Keep the gate open

Nov 6, 2025 • Arnie Gullov-Singh

How to handle a competitive bake-off

Stack the odds in your favor

Oct 23, 2025 • Arnie Gullov-Singh

How to ask for the business

So, do you want to buy it then?

Sep 25, 2025 • Arnie Gullov-Singh

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