Video · 33 min

Negotiation Masterclass: 32 Minutes of Proven Negotiation Tactics (B2B Sales)

Armand Farrokh and Nick Cegelski · 30 Minutes to President's Club Free Advanced

Negotiation Masterclass: 32 Minutes of Proven Negotiation Tactics (B2B Sales)

Built for the moment procurement shows up asking for thirty percent: how to hold price by trading term length, scope or timing, and how to keep the champion working for you while the negotiation runs.

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The question it answers

  1. Procurement has entered the conversation and wants thirty percent off. How do I negotiate without gutting the deal?

Read with it

  1. The pragmatic case for pricing so discounts are survivable instead of pretending you will hold the line: mark up by around 20... SaaStr Article · short read The Confounding Logic of Discounting Jason Lemkin
  2. Podcast · Full episode 7 Myths About Selling B2B SaaS In India ft Unicommerce Founder Kapil Makhija Siddhartha Ahluwalia with Kapil Makhija
  3. Puts real numbers on what you should trade a discount for: roughly 15 to 20 percent for an annual commit from a smaller buyer,... SaaStr Article · 6 min read Dear SaaStr: What's a Reasonable Discount for an Annual Contract? How About a 3 Year Contract? Jason Lemkin
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