A Sales Guy

DECEMBER 21, 2019

I love the success stories I get from people who’ve read Gap Selling. I never expected the level of success Gap Selling would have or the impact it would have on readers sales careers, it’s been amazing to read about. Eric got an early copy of Gap Selling and has had just about a year to measure it’s effects.

Sell 88

Sell Cross-sell Hospitality Contract 88

Partners in Excellence

NOVEMBER 16, 2012

How people buy, how we market and sell to them, expectations of service and support are very different. Many are glad to take your money, but will not do much more than executing what you have contracted them to execute. Sure we may modify the language and we recognize legal differences, but we do everything else the same.

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

Salesforce

MARCH 11, 2024

You decide to go for it… This is what account-based selling (ABS) is like. Read on to learn how to grow your business with account-based selling. What you’ll learn: What is account-based selling? 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. All of this can serve future selling efforts by your team. 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.

Negotiate 91

Negotiate Price Territory E-commerce 91

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. Instead, you want to find the right balance between your revenue goals and your rep’s selling capacity. There is not a fixed formula for this.

Commission 64

Commission Quota Territory E-commerce 64

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