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What are your best tactics to get a prospect to sign by the end of the quarter?

Sarah Mercedes (Osborne)

HubSpot Director of Sales • 10mo

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...

488 Views

How many rounds of commercial negotiations and pricing revisions is normal in an enterprise deal?

Sarah Mercedes (Osborne)

HubSpot Director of Sales • 10mo

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,...

511 Views

How do you help a prospect evolve their thinking about a business process when they have 20 years work experience with the legacy incumbent that they don’t love, but it’s what they know and built their processes around?

Fabio Maglieri

Voyado Country Manager DACH • 3y

Interesting one. On the one hand side change is the only constant, but no one likes changes because it means uncertainty.Therefore try to replace the fear of uncertainty ...

2,812 Views

What ways have you found are successful to win against legacy incumbents as a newer technology that may have some feature gaps?

Sarah Mercedes (Osborne)

HubSpot Director of Sales • 10mo

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...

509 Views

For large enterprise deals that involve multiple stakeholders, what tips do you have to accelerate the prospect’s decision-making?

Sarah Mercedes (Osborne)

HubSpot Director of Sales • 10mo

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. ...

563 Views

How do you know when to hold the line on pricing and when to lean in and give a discount or concession?

Fabio Maglieri

Voyado Country Manager DACH • 3y

Test it. How strong are they on their price point and are they willing to give in for something else? Also find a bargain and do not give discounts without getting anythi...

1,532 Views

What are ways to find or create a champion at a prospect when you have no known connections at the company?

Fabio Maglieri

Voyado Country Manager DACH • 3y

Look for personalities who are outspoken about their personal and company goals and tie your solution's USPs to those goals. If you can demonstrate that you can support t...

1,497 Views

As budgets tighten, what are ways that I can position my product as a priority and worth keeping within the budget?

Fabio Maglieri

Voyado Country Manager DACH • 3y

Make yourself relevant. Always tie your solution to strategic company goals. If it is all about productivity and cost savings, show how your solution can help achieving t...

1,525 Views

How do you influence an RFP when you hear about it late? Is there a way to still win the opportunity?

Fabio Maglieri

Voyado Country Manager DACH • 3y

How to influence in general? Act as a trusted advisor that makes use of the RFP to demonstrate the superiority of your product and educate the customer. Try to get a hand...

1,552 Views

Sales Strategy · Deal Strategy