#116 - Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)
30 Minutes to President's Club | No-Nonsense Sales22 Kesä 2022

#116 - Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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 Join our weekly newsletter Things you can steal

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#0 (Sell): Five minutes to figure out if this show is worth your time

#0 (Sell): Five minutes to figure out if this show is worth your time

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Why in the world would you listen to 30MPC? Four Reasons to Listen: WHAT WE’RE NOT: Not stuck in 1975. Not stuck on fluffy mindset. Only actionable sales tactics. PREPARATION: Recorded for 45 minutes, cut to 30. Some episodes don’t make it. That’s okay. POLAR OPPOSITES: Nick is an Enterprise AE. Armand is a MM Sales Leader. SHOW STRUCTURE: Three actionable tactics at the beginning. The recap email at the end. Four Actionable Tactics How to avoid being forced to demo early Open on the phones by leading with context How to handle the “not interested” email The 3x3 cold email RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

30 Huhti 20205min

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