Enterprise sales for reluctant founders
Hackers Incorporated
00:00
The Importance of Negotiation Leverage in Enterprise Sales
Sometimes there really is a budget set by someone who's not them and they can't fit your thing in it Or like it would just drain too much of it. There may be times like yeah procurement actually has a lot of clout in this company because the cfo is demanded that we reduce all expenses by 30 percent this year. And you're gonna have to deal like play ball. That's kind of what makes a good salesperson. I think is they like figure out What's involved in this decision? What do people want? What are their constraints? Like what can actually happen here?"
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