The Must-Win Deals Series

Must-Win Deal: How to Close Them

Book one in the Must Win Deals series, “Must-Win Deals (How to Win Them and Why We Lose Them)” is available on Amazon. In the past 20 plus years of working key B2B Deals from both the selling and buying side, I’ve distilled my experience to four critical things that we, as sellers, routinely do that make it challenging for customers to award us the business.

These conclusions have resulted from many discussions with buying executives about why they chose, or did not choose a particular supplier as well as won-lost analysis on the selling side.  My observations were that these four issues kept coming up consistently in the case of lost deals.  Several years ago, I started focusing on these four areas in my practice and saw firsthand, if we can avoid these common mistakes, our odds of winning (and winning big) will go up dramatically.

Good Selling!


The Irresistible Value Proposition

Book two in the Must-Win Deals series is available on Amazon.

I also want to announce the launch of a companion online workshop also called “The Irresistible Value Proposition” that is designed for you to take the concepts outlined in the book and apply them to a live Opportunity. You may choose the online workshop as a standalone course or you can also take the course with 1 on 1 coaching from me on your live Opportunity.  You can check them out at

The Compelling Proposal

The Compelling Proposal (Make it Easy for the Customer to Buy from You!) is now available on Amazon.

What is The Compelling Proposal? This book is number three in the five-part Must-Win Deals series. Specifically, The Compelling Proposal is concerned with turning the proposal into a strategic tool in order to bridge your selling activities and the negotiation. It reinforces trust and credibility, makes it easier for the customer to buy (as well as sell internally), and manages the uncertainty inherent in the real world.