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. One of the most notorious examples of a post-M&A culture misfit is the 2005 merger of Kansas-based Sprint and Nextel. Conservative Sprint executives clashed with scrappy Nextel personnel.

Negotiate 64

Negotiate Contract Technology Technology 64

Hubspot

FEBRUARY 10, 2020

In reality, the game ended at a decent hour because the Kansas City Chiefs smoothly took down the San Francisco 49ers without entering overtime. Since Tom Brady and the Patriots lost the playoffs, rumors have swirled about whether or not the long-time quarterback would return to the team now that his contract is up.

Sports 79

Sports Non-Profits Hospitality Gaming 79

Spiro Technologies

JUNE 30, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products. That’s again where I look back at our customers and say tell me about the businesses that you’re spraying or the contracts that you have. Transcript. Adam Honig: Hello and welcome to Make it.

Sell 52

Sell Contract Electricity Up-sell 52

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

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. Use configure, price, quote ( CPQ) software Just a third of a salesperson’s time is spent selling each week, according to the State of Sales report.

Negotiate 91

Negotiate Price Territory E-commerce 91