Insights
Notes from the work
Short, specific pieces on the things that actually decide whether a deal closes. No frameworks, no listicles — just what twenty-five years of doing this has made obvious.
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Berislav Sokač ·
The plan is not the problem
When growth stalls, most companies rewrite the strategy. Usually the strategy was fine and the first move was never made.
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Berislav Sokač ·
Sponsorship is sold in the renewal, not the pitch
Getting the first yes from a corporate sponsor is the easy half. Almost all the money is lost in the twelve months nobody plans for.
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Berislav Sokač ·
Qualification is a kindness
Most sales teams qualify too gently, and it costs both sides months. A harder question asked earlier is the most generous thing you can do for a prospect.
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