Must-Win Deals

Steve Thompson

In this crisp, accessible read, Steve Thompson brings value back to the light of day by highlighting the four key challenges that make it difficult for customers to award must-win deals to you.

  1. They don’t understand your value proposition.
  2. They can’t connect their value goal with your proposal.
  3. Your price is too high, and you don’t have a negotiation plan to keep value in the deal.
  4. They don’t know the past value you’ve delivered.

Some-or all-of the above are why Must-Win Deals is a must read for you and everyone on your sales team.

Steve Thompson

Steve Thompson is the founder of Value Lifecycle, which helps companies position, propose, negotiate, and close critical deals. In the past 20 years, he has worked on more than $15B in B2B deals in over 100 different industries and 24 countries—for both selling and buying clients. Steve previously worked in operations, sales, and executive management at Westinghouse, Black & Decker, and DuPont. He served as a Nuclear Submarine Officer in the U.S. Navy.

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