Sales Hacker

JULY 24, 2018

This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales. He’s currently VP of Sales at Hitachi Vantara and a Founding Member of the New York Revenue Collective. Complex negotiations and sales cycles [33:44]. Sam’s Corner [40:18].

Negotiate 47

Negotiate Strategize Sales Pipeline 47

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. I’m your host Sam Jacobs, founder of The New York Revenue Collective. Node is creating an entirely new paradigm for sales and marketing professions to grow pipeline and accelerate revenue philosophy. . Kiva Kolstein : We started from Maplewood, New Jersey.

Territory 44

Territory Cross-sell Up-sell Objection handling 44

SaaStr

AUGUST 27, 2019

We are an enterprise VC fund in New York City. Our goal is that there will be at least one new tactic you can take back and try with your teams tomorrow. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform.

Territory 63

Territory Contract Cross-sell Drivers/motivators 63

Sales Hacker

APRIL 27, 2020

Especially when the job covers so much territory. This way, reps can watch how each rep sells across personas, company sizes, sales stages, and how they talk pre-pipeline, during negotiation, and after the close. The New York Times struggles with it too, she says. Don’t forget you’re in the “people business”.

Strategize 104

Strategize Government Objectives and Key Results Sales 104

Sales Hacker

SEPTEMBER 30, 2019

Vikas is a well-respected sales leader here in New York City, but also comes from a sales engineering and product background. So they created this role of business development specialists that would work with the regional teams to transition them from tech to app sales. If you don’t know Kustomer, that’s with a K.

Engineering 59

Engineering Negotiate Technology Technology 59

SalesLoft

JUNE 20, 2019

You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. So it wasn’t even like I could negotiate on contract, my price is my price. They’re based in New York. It really wasn’t event marketing. But I pushed back.

Territory 63

Territory Sales Construction Up-sell 63

Hubspot

JANUARY 14, 2015

My first job was as a cashier and shelf stocker at a Brooks Pharmacy, a regional chain of retail pharmacies in New England. 2) Always negotiate your hotel room rate. ;)". I found that finding a fair landing spot for everyone led to a positive experience for all, and I use this strategy to this day when negotiating with vendors.

Healthcare 78

Healthcare Hospitality Finance Consult 78

SaaStr

JULY 15, 2020

The idea of a weekend trip from New York, people live in New York, a weekend trip to London probably that’s not going to happen for a very long time. Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. All that stuff at large.

X-functional 82

X-functional E-commerce Growth Retail 82

Sales Hacker

OCTOBER 7, 2021

Remember this when you are negotiating your pay. As Compass’s Regional President of North Central, Rachael is responsible for driving revenue growth, M&A integrations, operations, marketing, and customer success across Illinois, Wisconsin, Indiana, and Minnesota. Negotiate your worth and do so with a total package balance in mind.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SBI

NOVEMBER 7, 2019

San Diego, CA and New York, NY (November 5, 2019) –. Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. Fortune 500 companies trust Deal IQ to negotiate significant savings on technology contracts.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

AUGUST 9, 2019

Vikas Bhambri: We’re going to ask them to build territories, build awareness, create their own pipeline, et cetera, especially in the mid-market enterprise, which you also have to understand also takes time. In fact, I’m hosting my QBR in New York this week and that’s one of the things that we have so many new team members.

Finance 63

Finance X-functional CRM Engineering 63

Salesforce

MARCH 6, 2024

There’s no better feeling than closing a deal after a tough price negotiation. Negotiation is a learned skill, requiring time for research, discovery, and due diligence long before both parties ever sit down together. What you’ll learn: What is price negotiation? Why are price negotiations important?

Negotiate 85

Negotiate Price Territory E-commerce 85

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

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. We’ll explore practical tips and strategies to help you navigate the negotiation process effectively.

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Lead Fuze

AUGUST 5, 2021

I have built and led sales teams in the tech sector for over 20 years, ranging from regional and national computer resellers to Fortune 100 giants including NYNEX and Dell. He has appeared on ABC, Fox, MSNBC, PBS and he and his work have been featured in articles in Entrepreneur, the New York Times and the Wall Street Journal.

Negotiate 98

Negotiate Sales Retail B2B 98

Salesforce

OCTOBER 16, 2024

Then, organize the library by specific skills and create playlists of calls for each category, such as price negotiation or handling negative feedback. Finally, use the library to onboard and train new hires and for coaching your sales team.

Conversion 59

Conversion Customers Territory CRM 59

Salesforce

MARCH 8, 2024

Here’s how that might break down: Base salary: $48,000 + Commission: $20,000 = OTE: $68,000 Sales Director Sales directors are responsible for managing the entire sales cycle, including evaluation, proposal, negotiation, and closing.

Commission 64

Commission Quota Territory Cold Call 64

Salesforce

DECEMBER 13, 2024

Whether your presentation is in-person or virtual, actively listening to your audience is non-negotiable. Reading body language and seeing people’s reactions lets you adapt your talking points on the fly. I suggest including one key question at the end for maximum impact. That question is: “Is there anything I’ve missed?”

Presentation 52

Presentation Closing Territory E-commerce 52

Salesforce

MAY 2, 2022

Think about folks from different industries, regions, and educational backgrounds. Founder and CEO, Sistas in Sales, New York City, New York. Learn about negotiation, communication, psychology, self-awareness, and self-management — not to mention who your buyers are and what they do. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98

Salesforce

SEPTEMBER 13, 2024

Wondering what it takes to be a territory sales manager? We’ll discuss what this career looks like, how to build your skills, a typical day for a territory sales manager, and metrics for success, so you can decide whether it’s the job for you. What you’ll learn What is a territory sales manager?

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59

Salesforce

FEBRUARY 17, 2025

Additionally, accommodating international customers by supporting local currencies and region-specific payment methods can expand your market reach. Develop a referral program A great referral program doesn’t just bring in new customers, it also strengthens loyalty with existing ones.

Territory 55

Territory Negotiate E-commerce Objectives and Key Results 55

Salesforce

MARCH 3, 2025

Deal desks are best-suited for businesses with intricate sales processes that require custom solutions, multi-tier pricing, high-stakes negotiations, stringent compliance demands, extended sales cycles, or heavy cross-functional collaboration.

Legal 59

Legal Contract Finance Non-Profits 59

Salesforce

JANUARY 30, 2025

Over here at [SELLER COMPANY], we have a new platform that’ll help [DEPARTMENT] at [PROSPECT COMPANY] with [BRIEF PITCH OF BENEFITS]. We do this by: [BENEFIT 1] [BENEFIT 2] [BENEFIT 3] Are you available for a quick call [PROPOSE TWO TIME OPTIONS] to explore this further?

A/B testing 52

A/B testing Territory Prospecting Referrals 52