206 (Lead) Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
Description
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
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Things you can steal
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company.
When you got them hooked, talk them out of it. If you can talk them out...
Published 04/25/24
FOUR ACTIONABLE TAKEAWAYS
If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations
Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a...
Published 04/23/24