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Four Actionable Takeaways:
* Use “typically” questions to demonstrate your credibility. Avoid the generic, open-ended q’s.
* Lean on your relationship with the champion to be confident you have the deal BEFORE negotiation.
* Figure out all of the non-ARR related gives ... Show More
Oct 22
#619: Active Listening to Loosen up Your Discovery Calls and First Dates | Sam McKenna | 30MPC Hall of Fame
The Social Selling Course is live. Get the launch-week discount and save $50 through Oct 26: https://30mpc.com/course/social-selling-course FOUR ACTIONABLE TAKEAWAYS 3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and con ... Show More
28m 25s
Dec 2020
Playbook 3: Mastering negotiation
Every 10th episode, we tear down one topic. This is how to master negotiation. FOUR ACTIONABLE TAKEAWAYS Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before Price is based on internal (timeline, pain points) and external fact ... Show More
28m 23s
Jun 2025
Is Your Voice Helping You Sell—or Losing the Sale?
BOOT CAMP DALLAS: NOVEMBER 6–7, OMNI AT THE STAR GET DALLAS TICKETS: https://wastenoday.pro/DallasBC This isn’t a seminar. It’s a Boot Camp. Two days with Brian Burton and Dylan Moya: live role play, real objections, direct coaching, and a sales process you can run Monday morning ... Show More
1h 4m
Jun 2021
How to Negotiate like a Pro
Mladen Kresic, Founder and CEO of K&R Negotiation Associates LLC Do you want to learn how to negotiate like a pro? I recently had a chat with Mladen Kresic, Founder and CEO of K&R Negotiation Associates LLC, and he shared a lot when it comes to negotiating effectively. Here's wha ... Show More
49m 2s
Nov 2022
#49 Preparing for Negotiations with Kyle Asay, Regional Vice President, Corporate Sales at MongoDB
The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Kyle Asay to discuss how to prepare, anticipate, and mitigate curveballs ahead of negotiation conversations.
33m 34s