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Four Actionable Takeaways:
* Use “typically” questions to demonstrate your credibility. Avoid the generic, open-ended q’s.
* Lean on your relationship with the champion to be confident you have the deal BEFORE negotiation.
* Figure out all of the non-ARR related gives in your toolbelt and leverage those first.
* Laugh when you get a ridiculous ask on pricing if you’ve gotten agreement on the value.
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Morgan’s Path to President’s Club:
* Sales @ Pave
* Former AE @ Carta
* Client Strategist @ PwC
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RESOURCES DISCUSSED
30 Minutes to President's Club | No-Nonsense Sales