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Recent Mondays
How to Build a Champion (And Why You Can’t Win Without One)
In every complex sale, there’s one person who holds the keys.Not the signer.Not the evaluator. The Champion. Your Champion is the...
Wayne Johnson
3 min read
Be Curious, Not Judgemental
“Be curious, not judgmental.” – Ted Lasso (quoting Walt Whitman) It’s one of the most memorable Ted Lasso scenes — not just for the...
Wayne Johnson
3 min read
DECIDE to Win: How to Uncover the Real Decision Process
Let’s be honest: when you ask a prospect about their decision process and they say: “We’ll review three vendors, do a demo, and pick the...
Wayne Johnson
2 min read
From Surface to Substance: Mastering Second and Third-Level Questions in Sales
We’ve all been there — a discovery call that starts strong but flatlines after a few basic questions. You ask, “What’s your biggest...
Wayne Johnson
2 min read
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