AMA: HubSpot Director of Sales, Sarah Mercedes (Osborne) on Deal Strategy

Closing Plans are KEY. Getting to vendor of choice decision is typically 50% of the process. You need to understand up front exactly what needs to happen from VOC to sign...

This varies company to company, industry to industry, deal by deal, etc. but a recommendation I'd have is doing some discovery around this process with your POC up front,...

First, you need to be clear on where your product wins and then match that up against where your competition's product is weak. Focus there. In my experience, when in thi...

Three things come to mind here: There needs to be pain in order to position a change. Ideally, identity pain (a personal challenge this person faces due to current state)...

The best way to increase your chances of winning the deal and shortening the sales process is to multi-thread key stakeholders at the onset of any large enterprise deal. ...