Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Remember this when you are negotiating your pay. Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Sales Hacker

MARCH 2, 2020

Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation. Sales Development and Prospecting. Trish Bertuzzi.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Sales Hacker

SEPTEMBER 30, 2019

So managing the business development team, managing the technical implementation resources, executing a go to market strategy. And for the first time, I actually owned deal negotiation because I had to negotiate our contracts and our services and statements of work with companies like United Healthcare, Fidelity, Starbucks.

Engineering 57

Engineering Negotiate Technology Technology 57

SaaStr

AUGUST 13, 2019

In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. And unfortunately by the time we got to the CIO’s, we were heavily price negotiated. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies.

Cross-sell 65

Cross-sell Sales Support Growth Up-sell 65

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. But are people going to permanently stay away from gyms if the healthcare crisis alleviates? I doubt it.

X-functional 69

X-functional E-commerce Retail Growth 69

SaaStr

MAY 27, 2020

What the CDC and the US is worried about is that the flu, the normal flu, comes out at the same time as COVID-19 makes the resurgence in the winter and that overwhelms our healthcare system. Again, I put this together in February saying that I thought like chain restaurants, domestic air hotels were going to be impacted.

Finance 97

Finance Government Price Contract 97

SaaStr

MAY 8, 2020

When you look across the landscape and suite of companies, where do you think many potentially go wrong in terms of really engaging that enterprise sale, also maybe in the midst of COVID? And the hardest thing, Bob said, is for founders to let go of their founding idea. I think there’s a lot that you can negotiate with.

Cross-sell 82

Cross-sell Contract Up-sell Start-ups 82