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

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 86

Territory Launch Legal Start-ups 86

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 64

Negotiate Contract Technology Technology 64

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 70

Contract Process Closing 70

Salesforce

MARCH 11, 2024

Account-based selling (ABS) is a sales approach that prioritizes building relationships with high-value account holders so you can quickly close big deals. Other benefits include: Higher conversion rates: ABS can help you land larger clients and close better deals. Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 6, 2024

There’s no better feeling than closing a deal after a tough price negotiation. If that doesn’t work, I’ll add another discount of 2% for a multi-year contract to make the deal more enticing. Everyone is smiles, satisfied with the deal. But getting to that stage requires more than charm and good luck.

Negotiate 91

Negotiate Price Territory E-commerce 91

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