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. We have improved our internal processes for operations, customer service, innovation, hiring, etc…. I have to tell you THANK YOU for hiring Eric!

Sell 88

Sell Cross-sell Hospitality Contract 88

Partners in Excellence

NOVEMBER 16, 2012

Executives take the practices, policies, programs, and processes that have been successful in their home countries and “cookie cutter” them, applying them to new geographies. Many are glad to take your money, but will not do much more than executing what you have contracted them to execute. 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 63

Negotiate Contract Technology Technology 63

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. So it makes sense that body language is tied to those processes.

Contract 70

Contract Process Closing 70

Salesforce

MARCH 6, 2024

There’s no better feeling than closing a deal after a tough price negotiation. It’s the stage of the sales process where buyers should be sharing whether your service has been short-listed, if not outright chosen. 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 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 8, 2024

Each one of your reps has consistently demonstrated product knowledge in meetings and built strong relationships with clients, leading 100% of your customer base to renew their contracts. With a simplified calculation process, they can set a benchmark for what salespeople can expect to earn and what the company can expect to pay out.

Commission 64

Commission Quota Territory E-commerce 64