30 Minutes to President's Club | No-Nonsense Sales How Top Sales Leaders OWN Negotiations Without Owning the Deal | Lead Ep. 325 | Maryana Kessel
Jul 17, 2025
Maryana Kessel, VP of Sales and Partnerships at Latent and multiple-time President's Club winner, shares her expertise in driving revenue through strategic negotiation. She emphasizes the importance of leading from the front and engaging directly with clients to overcome obstacles. Face-to-face interactions can reveal crucial insights, while forecasting should be based on evidence, not hope. Maryana also advocates for regular pipeline reviews to support sales reps and optimize deal management, ensuring alignment and readiness throughout the sales cycle.
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Lead From The Front On Calls
- Get in the trenches by joining sales calls with your reps to tackle objections head on.
- Use your position to bring clarity and keep the conversation focused on outcomes.
Get On A Plane To Unblock
- When you feel stuck in a big deal, get on a plane to meet clients in person.
- Face-to-face time breaks down barriers and uncovers real reasons behind delays.
No Surprises And Good Vibes
- Be transparent with your team about deal statuses, including when deals are removed from forecast.
- Keep morale high by sharing both the good and the tough realities openly.