#116 - Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)

30 Minutes to President's Club | No-Nonsense Sales · Jun 22, 2022 · 28m

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FOUR ACTIONABLE TAKEAWAYS

Before agreeing to a give, ask what they’re willing to bring to the table.

Map out every step of the process to the signature with actions, owners, and dates.

Send a recap to the buyer of where they are in the journey after every discovery call.

Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details.

PATH TO PRESIDENT’S CLUB

Director, Enterprise Sales @ Drift

Former VP Sales @ Altocloud | Acquired by Genesys

Former Direct, Sales @…