

Creative deal structure that buyers can't resist | Mark Kosoglow
Oct 6, 2025
In this engaging discussion, Mark Kosoglow, a seasoned sales leader and former CRO who scaled Outreach from $0 to $250M ARR, shares invaluable insights on crafting irresistible deal structures. He introduces innovative tactics like meeting swaps to build trust quickly, and emphasizes the importance of flexible deal terms to win over clients. Mark also explores how to apply B2C strategies to B2B, offering creative solutions for procurement challenges. His actionable advice on turning metrics into measurable outcomes will revolutionize any sales approach!
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Meeting Swap To Accelerate Trust
- Swap value for value: offer a meeting in exchange for a meeting to make introductions mutually beneficial.
- Bring concrete help (leads or sponsorships) so referrals feel worthwhile and increase trust quickly.
Say Yes First, Then Get Something Back
- Say yes to creative buying terms first, then ask what you get in return before finalizing.
- Coordinate with your manager and sell the internal case so short-term concessions buy long-term value.
Show The Product In Their World
- Show prospects your product inside their world by mocking up dashboards or site visuals tailored to them.
- Send the asset with no ask, then follow up hours or a day later to spark interest and meetings.