#202 - Crafting success with creative deals (Mark Kosoglow, Chief Revenue Office @ Catalyst Software)

FOUR ACTIONABLE TAKEAWAYS

B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW.
When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging.
Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years.
When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?”

PATH TO PRESIDENT’S CLUB

RESOURCES DISCUSSED

More description

FOUR ACTIONABLE TAKEAWAYS

B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW.
When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging.
Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years.
When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?”

PATH TO PRESIDENT’S CLUB

RESOURCES DISCUSSED

2023-09-13 32 min

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