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Becky Abraham is the Global Director of Sales Enablement at Safeguard Global. Within the same renewal cycle, she cut one six-figure tool and expanded another. One vendor panicked and offered a 40% discount nobody asked for. The other showed up three months early, listened to her internal conversations, and painted a vision of what her team could do differently.

The discount lost the deal. The vision won the expansion.

In this episode, Becky walks us through:

• Why a 40% unprompted discount devalued the tool instead of saving the renewal
• How a narrow point solution lost to a broader platform that solved the same problem plus more
• What the AM who won the expansion did three months before renewal that made all the difference
• Why she stopped believing ROI numbers and what vendors should show her instead

If you sell into sales enablement or manage six-figure renewals, this one's for you.

Guest: Becky Abraham, Global Director of Sales Enablement at Safeguard Global Hosts: Jen Allen-Knuth & Drew Giovannoli

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Jen Allen-Knuth | DemandJen Train your sales team to sell the way buyers buy. Workshops and coaching grounded in data. → demandjen.com