“Can you break out your proposal into line-items?”
Ok, I’m going to start this newsletter with a disclaimer: I’m going to get dangerously specific in my recommendation for handling an essential conversation that can arise in negotiations.
Here’s my disclaimer:
This example is built for a SaaS company that offers its product in different “bundled” tiers
This example is made for usage-driven pricing models
Why You Should Proactively Address Risk in Sales
My rule as a leader is that I’ll never be upset with a bad outcome as long as two things are true:
We had a good plan
We executed that plan
So, what makes a good plan? A good plan addresses two types of risk:
Three Mistake that Lost a Deal (and how to avoid for yours)
This week we are examining how I screwed up a winnable deal so you can learn from my pain and avoid the same mistakes.
Mistake One: Failed to course-correct after significant misunderstanding
Two conversations that changed my career trajectory
This week we are looking at two conversations that played an outsized role in turning around two low points of my career.
Avoid End of Deal Stall
“Let me talk internally and get back to you” is when most sellers lose control of their deals.
This is a pivotal moment where the typical seller loses control of the deal cycle by responding with:
How to Motivate and Enable Your Buyer in B2B Sales
If you frequently lose deals early in the process, you need to better motivate your buyer.
If your deals fizzle towards the end of the process, you need to better enable your buyer.
My Favorite Metric in B2B Sales
This week we are going to take a deeper look at my favorite metric: next quarter’s weighted pipeline.
Weighted pipeline takes into account deal size + likelihood to win. A $100,000 deal, forecasted at 50% likely to close, contributes $50,000 to weighted pipeline.*