#277 - Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
30 Minutes to President's Club | No-Nonsense Sales
March 28, 202433m 16s
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Show Notes
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
- Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize.
- Tuning Your Discount Matrix. Look at your current avg. discount, then make the matrix a bit better. Get a little incremental revenue out of improving discounting.
- The multi-Year Deal Grid. Show where a customer’s cost might change as they grow / shrink. But don’t pre-agree to growth.
- Speedy Meetings Are Better Meetings. Consider starting all of your meetings at the :05 mark to avoid perpetual call delays and unfocused discussions.
PATH TO PRESIDENT’S CLUB
- VP of Sales @ Multiplier
- Limited Partner @ GTMfund
- Head of Sales, New Products @ Lattice
- Director of Sales, Strategic & Corporate @ Lattice
RESOURCES DISCUSSED