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Recent Mondays

The Paper Process Is Where Commit Deals Go to Die

Let me tell you a story you have probably lived. The account executive had done everything right. The pain was real, the metrics were agreed upon, the champion was strong, and the CFO had verbally approved the purchase. The customer said, "Send over the paperwork." The deal moved to Commit with three weeks left in the quarter, and the sales leader built it into the number. The contract went to the customer on a Monday. On Thursday, the champion wrote back. Legal had a few red

Decision Process

Wayne Johnson

6 min read

Compelling Event Series, Part 2: The Formula for a Real Compelling Event

Date + Event + Consequence = Compelling Event

Wayne Johnson

8 min read

Compelling Event Series, Part 1: The Anatomy of Real Urgency in a Sales Deal

Why Deals Die Without a Compelling Event

Wayne Johnson

8 min read

MEDDIC in the Field Part 4 - The Sales Leader's Scorecard: What to Ask in Every 1:1

During a Friday forecast call, a sales leader asked one of her reps to walk through his largest deal of the quarter. He was confident. He described the prospect's enthusiasm, the strong relationship with his main contact, and the verbal commitment to move forward. She asked a simple follow-up question: Who signs the contract? He did not know. She asked a second question: what does the prospect's evaluation criteria look like? He described the features the prospect had asked a

Wayne Johnson

3 min read