FOUR ACTIONABLE TAKEAWAYS
- B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW.
- When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging.
- Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years.
- When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?”
PATH TO PRESIDENT’S CLUB
- Chief Revenue Officer @ Catalyst Software
- Sr. Vice President of Global Sales @ Outreach
- Regional Sales Director @ School Specialty Planning & Student Development
- Sr. Account Management @ Great American Opportunities
RESOURCES DISCUSSED
