HOW AN A-PLAYER VIEWS PIPELINE AND PRIORITIES IN B2B SALES
The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
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How to Negotiate a Deal With a Manager
If you are going to negotiate it, start early. Don't wait till November because they most likely are approving everything in November. You need to start a few months prior to that if you actually want to have a puncture chance of getting it done. There's some situations where you're building up other people's pipeline and that's not a fun place to be. And I've been there and I've seen the deal close and all the accolades go to the person who closed it. Not the person who started it nurtured it for a year or two. It's the person who closes it that gets all the credit and the pay. And the money, the money. Yeah.
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