103 (Sell): Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)

30 Minutes to President's Club | No-Nonsense Sales

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2y ago 28:47

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FOUR ACTIONABLE TAKEAWAYS

Before agreeing to a give, ask what they’re willing to bring to the table.
Map out every step of the process to the signature with actions, owners, and dates.
Send a recap to the buyer of where they are in the journey after every discovery call.
Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details.

PATH TO PRESIDENT’S CLUB

Director, Enterprise Sales @ Drift
Former VP Sales @ Altocloud | Acquired by Genesys
Former Direct, Sales @ SmartBear

RESOURCES DISCUSSED

300 episode

#Careers #Business #Armand Farrokh #Nick Cegelski #MBA #Sean Yuan #Sales