The Playbook
Every article, in order
New ones go up regularly: renewal scripts, discount defense, de-escalation calls, and the account math behind winning expansions.
The Three Words That Kill a Renewal Call
Say these and watch a routine renewal turn into a re-negotiation you never asked for.
Renewals · 2 min readHow to Hold Price Without Sounding Defensive
A five-part answer for the exact moment procurement asks for twenty percent off.
Discount Defense · 2 min readReading the Room: When to Walk vs. When to Push
The one tell that separates an account worth saving from one you should let go.
De-escalation · 2 min read