FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots
Get product involved in your big deals. Put together win strategy docs for key deals and tag them in the risks where you need their help.
When you’re teaching discovery, the beginners can start cl ... Show More
Oct 2022
How to Approach Deal Targets
Andrew Whitcomb, Sr. Director, Strategy, Corporate Development, M&A at Builders FirstSource NYSE: BLDR Proactive M&A is not easy. Proactive M&A requires keeping tabs on multiple companies, reaching out to them directly, and convincing owners to sell their businesses to strangers. ... Show More
46m 12s
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
<h3>Strategic Targeting</h3> <ol> <li>🎯 Target <strong>high-level executives</strong> like directors, VPs, and CEOs as they are typically <strong>more open to new ideas</strong> and <strong>willing to listen</strong>, despite being harder to reach.<br /> <br /></li> <li>🧠 Creat ... Show More
