In this episode, Chris talks about simple actions you can take every day to "Sharpen the Ax" and improve your skills. Just one simple act of sharpening the ax each day can change your entire life.

Attorneys negotiate high-profile, complex contracts all the time. So who better to steal your SaaS negotiation tactics from? In this episode, Chris walks you through a recent SaaS negotiation he had and how a tactic he learned from a New York attorney was his secret to keeping the deal from stalling out.

In this episode, Chris walks you through an effective strategy to get spend approval from CFOs, even during an economic downturn. CFOs are more involved in your deals than ever before and it is crucial to understand how to get access to these executives and how to make your case in a way that resonates with what they value.

In this episode, Chris reveals two simple questions that get your buyer to put a real value on the pain they're experiencing, which in turn allows you to build a powerful business case. After this episode, you will be better equipped to get to the root of the issue and quantify it, strengthening your sales approach.

In this episode, Chris reveals a rare trait that most top performers share: they minimize the delta between a thought or idea, and taking action on that idea. The speed with which you take action can dramatically impact your success in sales and life. Find out why.

You're going to encounter price resistance, especially in this economic climate. In this episode, Chris explains the 'Three Bucket' technique, a powerful tool designed to navigate and respond effectively to price resistance in sales negotiations. With practical examples and insightful tips, this episode gives you the tools to maintain value while addressing budget concerns of your buyers.

In this episode, Chris explains how you're putting your deals in danger if all you're doing is getting access to power and/or the economic buyer. He'll reveal the missing piece that could turn a deal in jeopardy into a sure-thing.

In this episode, Chris outlines how sales reps alienate their buyer buy not tailoring their discovery approach, as well as a battle-tested technique for avoiding the awkwardness and getting them talking.

In this first episode of the Getting to Club podcast, Chris walks you through what to actually say and do to challenge your customers, push them in a constructive way that creates value, and take control your sales cycle.