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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 in y ... Show More
Today
#592 - The Sales Process That Took Outreach From $0 To $250M
Most sales processes are completely backward because they track what the seller does, not how the buyer actually makes decisions. In this episode, Mark Kosoglow breaks down their exact playbook, including: 🚀Shifting from traditional meeting-based stages to a 5-stage psychologica ... Show More
47m 32s
Jul 14
#590 - The Complete Discovery Call Playbook (Build It From Scratch)
Most reps trap themselves in the red sea of crappy discovery by stopping at basic operational problems that CFOs refuse to fund. In this episode, Armand and Nick break down their exact playbook, including: 🚀 Flipping the script on your agenda using the Purpose, Plan, and Outcome ... Show More
48m 4s
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 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