Closing New Biz

How to justify the ROI of your AI product

Dec 11 • Arnie Gullov-Singh

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

#nojs-banner { position: fixed; bottom: 0; left: 0; padding: 16px 16px 16px 32px; width: 100%; box-sizing: border-box; background: red; color: white; font-family: -apple-system, "Segoe UI", Roboto, Helvetica, Arial, sans-serif, "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Symbol"; font-size: 13px; line-height: 13px; } #nojs-banner a { color: inherit; text-decoration: underline; } This site requires JavaScript to run correctly. Please turn on JavaScript or unblock scripts