A Sales Guy

DECEMBER 21, 2019

Value to client and client satisfaction has gone through the roof…I know this is not a quantifiable measure, but here is an example of an email sent to my CEO after spending 4 hours with a prospect (multi-hospital health system in Kansas) doing a discovery call with 17 stakeholders (C-suite, VPs and key Directors) in the room.

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. One of the most notorious examples of a post-M&A culture misfit is the 2005 merger of Kansas-based Sprint and Nextel. while his Sprint counterpart, wearing a suit, gave a PowerPoint presentation.

Negotiate 78

Negotiate Contract Technology Technology 78

Hubspot

FEBRUARY 10, 2020

In reality, the game ended at a decent hour because the Kansas City Chiefs smoothly took down the San Francisco 49ers without entering overtime. Aside from presenting the benefits of a Hulu subscription, the commercial also aims to intrigue viewers who wonder, "Will Tom Brady return to the Patriots next season?".

Sports 85

Sports Non-Profits Hospitality Gaming 85

Salesforce

DECEMBER 3, 2024

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. Present your fulfillment of the agreement: Offer a solution to the customer’s problem.

Sell 52

Sell Technique Contract Territory 52

Salesforce

OCTOBER 22, 2024

When you know their top challenges, you can present case studies and testimonials from current customers who solved similar problems using your product. A good champion can help facilitate faster deals, bigger contract sizes, and easier account management. Having an ally on the inside can make the sales process run more smoothly.

E-commerce 87

E-commerce Territory Pitch Sales 87

Salesforce

MARCH 6, 2024

More generally, price negotiations present opportunities to learn about your customer, including their interests, challenges, and willingness to pay. If that doesn’t work, I’ll add another discount of 2% for a multi-year contract to make the deal more enticing. That means more revenue and higher commissions.

Negotiate 91

Negotiate Price Territory E-commerce 91

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. They collaborate with partners to promote and distribute products, negotiate contracts, and provide support, ultimately maximizing sales opportunities and revenue for the organization.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52