#454 - How to Control the Sale Without Sounding Pushy | Anthony Firenzi
FOUR ACTIONABLE TAKEAWAYS:
- Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation
- Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure
- Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real business impact and executive priorities
- Drive deal velocity without discounting by pre-scheduling the implementation call. Lock in post-sale steps early to create natural pressure toward closing
PATH TO PRESIDENT’S CLUB:
- Head of Sales, Unified GTM
- Strategic Accounts, Lattice
- Enterprise Account Executive, Lattice
- Mid-Market Account Executive, Lattice
- Business Development Representative, Lattice
RESOURCES DISCUSSED:
More description
FOUR ACTIONABLE TAKEAWAYS:
- Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation
- Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure
- Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real business impact and executive priorities
- Drive deal velocity without discounting by pre-scheduling the implementation call. Lock in post-sale steps early to create natural pressure toward closing
PATH TO PRESIDENT’S CLUB:
- Head of Sales, Unified GTM
- Strategic Accounts, Lattice
- Enterprise Account Executive, Lattice
- Mid-Market Account Executive, Lattice
- Business Development Representative, Lattice
RESOURCES DISCUSSED:
2025-04-29
33 min
Listen elsewhere
Available Results
Generated results are saved to your library for reuse and search.
No generated results are available for this episode yet.
Transcript
No transcript is available for this episode yet.
Sign in to generate a transcript for review.
Sign in
Chapters
No chapters available.