A question I get all the time is – “How do you stay so disciplined? I see you get up at 4am every morning. You’re training for these crazy ultramarathons. You’re posting on LinkedIn every day,” (BTW – Be sure to read to the end so that you can join me for a private Sales Masterclass this […]
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“Are you better at connecting with certain types of people? When you go to a conference or meet people professionally, whom do you connect with easily? I’m good at connecting with startup CEOs and sales leaders, so that’s where I focus my efforts. I’m particularly good at talking with startup CEOs who have an engineering […]
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“In a technology negotiation, playing this transparent card will help you to get to a point where you are exchanging value for value.” – Todd Caponi In this segment of my conversation with Todd, he shared how to negotiate with your buyers and the use of levers as your mechanism. Listen to the full interview […]
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Most founders hear advice every day like this. “Do this, and you’ll get more leads . . .” “Make sure you always blah, blah, blah with every prospect . . .” “Do this in your demos, and you’ll convert more deals . . .” “Here’s how to write proposals to close more business . . […]
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“I listed out four things that we care about; volume; how much you buy, timing of cash; how fast you pay, length of commitment; how long you commit, and when you sign”. –Todd Caponi There are many benefits when you talk about pricing upfront as this creates some forms of transparency with your prospects. […]
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