#165 - Part 2: Weaving showmanship into your sales process (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)
30 Minutes to President's Club | No-Nonsense Sales
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How to Land on an Actual Discount Amount With Prospects
I'm curious. How do you land on an actual discount amount with the prospect once they've told you the levers that they're willing to pull? So I'm sure every organization has like discounting tiers where they have like their VP, their X, Y, and Z. Is there a path that you see, especially in this economy right now, are people going down one path more than the other or pulling on one lever more than the others?
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