#480 - How Top Sales Leaders OWN Negotiations Without Owning the Deal | Maryana Kessel
4 Steps To Run A Pipeline Review (That Doesn't Suck)
Connect With Maryana on LinkedIn
Maryana Kessel shares a masterclass on how elite sales leaders drive revenue by staying deal-close, asking hard questions, and building trust across every stage of the enterprise sales cycle.
🎙️ ACTIONABLE TAKEAWAYS:
- Lead from the Front: Maryana emphasizes being present in deals, not as a “super rep,” but as a strategic leader who earns respect by staying close to customers and reps.
- When in Doubt, Get on a Plane: Big deals get unstuck in person. Face-to-face time with buyers breaks down barriers and uncovers the real story behind stalled negotiations.
- Forecast with Evidence, Not Hope: Deals don’t hit the forecast without executive alignment, a redline back, and a clear go-live timeline. Anything else is just noise.
- Build a weekly report of key meetings, and proactively ask reps critical questions about their biggest deals. Use this to decide where to engage directly and ensure rep readiness.
MARYANA’S PATH TO PRESIDENT’S CLUB:
- VP of Sales and Partnerships @ Latent
- Enterprise Sales Director @ Modern Health
- Enterprise Sales Director @ Flexport
RESOURCES DISCUSSED
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4 Steps To Run A Pipeline Review (That Doesn't Suck)
Connect With Maryana on LinkedIn
Maryana Kessel shares a masterclass on how elite sales leaders drive revenue by staying deal-close, asking hard questions, and building trust across every stage of the enterprise sales cycle.
🎙️ ACTIONABLE TAKEAWAYS:
- Lead from the Front: Maryana emphasizes being present in deals, not as a “super rep,” but as a strategic leader who earns respect by staying close to customers and reps.
- When in Doubt, Get on a Plane: Big deals get unstuck in person. Face-to-face time with buyers breaks down barriers and uncovers the real story behind stalled negotiations.
- Forecast with Evidence, Not Hope: Deals don’t hit the forecast without executive alignment, a redline back, and a clear go-live timeline. Anything else is just noise.
- Build a weekly report of key meetings, and proactively ask reps critical questions about their biggest deals. Use this to decide where to engage directly and ensure rep readiness.
MARYANA’S PATH TO PRESIDENT’S CLUB:
- VP of Sales and Partnerships @ Latent
- Enterprise Sales Director @ Modern Health
- Enterprise Sales Director @ Flexport
RESOURCES DISCUSSED
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