Closing New Biz

How to deal with Procurement

Lies, tricks and tactics

Nov 13 •

Arnie Gullov-Singh

How to deal with gatekeepers

Keep the gate open

Nov 6 •

Arnie Gullov-Singh

How to handle a competitive bake-off

Stack the odds in your favor

Oct 23 •

Arnie Gullov-Singh

How to ask for the business

So, do you want to buy it then?

Sep 25 •

Arnie Gullov-Singh

How to run a group demo call

Get them talking. Keep them talking.

Sep 4 •

Arnie Gullov-Singh

How to sell to innovation managers

Treat them like a conduit, not like a champion

Aug 7 •

Arnie Gullov-Singh

How to sell to different types of buyers

Persona deep dives

Jun 19 •

Arnie Gullov-Singh

How to accelerate a rip and replace enterprise sales cycle

Reduce the size of your ask, phase the solution, get to first value quickly

May 8 •

Arnie Gullov-Singh

How to run a 30 minute disco/demo call

Ideal call structure, questions to ask, pitfalls to avoid

Apr 24 •

Arnie Gullov-Singh

How to handle a buyer who won't make a decision

Help them to the finish line

Mar 6 •

Arnie Gullov-Singh

Answering your questions about doing demos

Common questions about what to say and do on demo calls with buyers

Feb 6 •

Arnie Gullov-Singh

How to find and exploit your competitors' weaknesses

Without trash talking them

Oct 10, 2024 •

Arnie Gullov-Singh

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