SaasHoles "Rev Ops with an edge"

Todd Caponi Author of The Transparency Sale, The Transparent Sales Leader and from Sales Melon

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Todd Caponi joined Jason Ferrara and Pete Jansons to talk about his book The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results

Topics:

  • Chicken or Egg with RFP Process
  • Sympathy vs Empathy
  • Nerdometer
  • Flossum

    • Ways to get a discount:

    1) Volume

    2)Timing/Cash

    3)Length of Commitment

    4) Forecast


    Sales Role:

    1)Learn Product

    2) Empathy

    3) Add Value


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    SaasHoles "Rev Ops with an edge"By Pete Jansons Justin Roff-Marsh Jamie Carnie
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