- Round one should feel like you’re going way too slow and you have a strong urge to just fire on ahead.
- Round two should feel like you’re perfectly pacing.
- The final round should feel like you’re barely able to get the work in with the determined workload/rest interval
Pacing has been something I’ve been really working on this year. Hardest part for me is slowing down in round one.
There’s really only one key factor that distinguishes enterprise selling from everything a product person knows, and that is enterprise selling ends with the product and starts with the enterprise.
There are hundreds of books on how to negotiate. You can spend a year reading them all to become a great negotiator. Or you can do the one thing that will give you the upper hand in every negotiation: be willing to walk away.
"Every decision is emotional." By uttering this simple sentence on the main stage of AA-ISP’s Inside Sales Leadership Summit, Tom Snyder, founder of VorsightBP, got a roomful of attendees to nod in agreement