Close deals and price right

Running a sales process and closing

Discovery, demos, qualification, champions, procurement and the last mile to a signature.

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE SDR or BDR Growth and demand gen Product marketer RevOps Sales leader

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How do I know if a deal is real or if I am being strung along? Write down what you know against a qualification frame and the gaps become obvious. MEDDPICC is the common one: metrics they care about, the econom... Doing the work 4 resources → My demos go well and then the deal stalls. How do I stop that? A demo that goes well and dies usually means you pitched your product instead of positioning it against what the buyer would otherwise do. April Du... Doing the work 5 resources → They want a pilot before they commit. How do I run one that ends in a contract instead of a shrug? Most pilots fail because nobody wrote down what winning looks like, so at the end everyone says nice things and nothing happens. Fix that at the st... Doing the work 4 resources → Procurement has entered the conversation and wants thirty percent off. How do I negotiate without gutting the deal? Understand what is happening: procurement is usually measured on the savings they extract, so they are going to ask for something no matter how fai... Doing the work 4 resources →
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