Partners in Excellence

NOVEMBER 16, 2012

Many are glad to take your money, but will not do much more than executing what you have contracted them to execute. If you can, have a senior executive in your company live in the region for a period of time, get close to your new customers! Some will be better.

Territory 107

Territory Launch Legal Start-ups 107

A Sales Guy

DECEMBER 21, 2019

I have to say that your book literally closed a gap in my career and way of thinking. And yes, the prospect has become our client with a first-year contract value of $250k. Eric got an early copy of Gap Selling and has had just about a year to measure it’s effects. I have to tell you THANK YOU for hiring Eric!

Sell 88

Sell Cross-sell Hospitality Contract 88

SaaStr

FEBRUARY 12, 2019

What I’ve learned is that true due diligence requires more than a scan through boxes of contracts and reviewing the balance sheet. An investor, who had written off most of his stake in Dialpad many years earlier, thus indicating that the company was worth close to zero to him, suddenly had his own ideas.

Negotiate 78

Negotiate Contract Technology Technology 78

Hubspot

OCTOBER 25, 2018

A high-power pose is any open, expansive posture, whereas a low-power pose is a closed, contracted posture. Researchers at the University of Kansas , for instance, instructed participants to either smile or hold neutral facial expressions. Afterwards, the participants were asked to engage in a stressful task.

Contract 78

Contract Process Closing 78

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Salesforce

OCTOBER 22, 2024

Implementing the MEDDIC sales process Other sales methodologies to consider Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Every component of a purchase process allows for more accuracy and efficiency in closing deals.

E-commerce 87

E-commerce Territory Pitch Sales 87

Salesforce

DECEMBER 3, 2024

Let’s take a look at what it entails and how it can help you close deals and retain customers for the long haul. Setting an upfront contract: No, this isn’t a contract for a sale. Upfront contracts ensure that prospects can trust sales reps to be honest and transparent, with no unwelcome surprises.

Sell 52

Sell Technique Contract Territory 52