#277 - Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize.
• Tuning Your Discount Matrix. Look at your current avg. discount, then make the matrix a bit better. Get a little incremental revenue out of improving discounting.
• The multi-Year Deal Grid. Show where a customer’s cost might change as they grow / shrink. But don’t pre-agree to growth.
• Speedy Meetings Are Better Meetings. Consider starting all of your meetings at the :05 mark to avoid perpetual call delays and unfocused discussions.

PATH TO PRESIDENT’S CLUB

• VP of Sales @ Multiplier
• Limited Partner @ GTMfund
• Head of Sales, New Products @ Lattice
• Director of Sales, Strategic & Corporate @ Lattice

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal