Lead Fuze

JANUARY 1, 2022

It also provides an upfront payment instead of the variable commission structure where pay depends on success, which might leave money on the table over time. For industries like finance and pharma, where it takes a lot of time to enter the market with their high entry costs in terms of money and expertise, this strategy can be applied.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. This requirement often arises when selling into specific verticals, such as finance, pharmaceutical, or government. And if yes, to what extent?

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

OCTOBER 7, 2021

Amy Slater is Global Vice President and GTM leader for Cybersecurity company Palo Alto Networks. Proven track record of win-win approaches leveraging technology and teamwork to resolve complex business challenges. Jenny is a revenue leader and GTM strategist. What would you tell a woman just starting a career in sales?

Sales 130

Sales Start-ups Up-sell Cross-sell 130