How to sell when you are being squeezed from both sides
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How to sell when you are being squeezed from both sides
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The buy-side wants price relief, the sell-side wants higher margins…and we want to hit our numbers.
Are we now selling into the perfect storm, with budgets on shifting sands and SaaS company margins under unexpected pressure…maybe…no wait?
Through all of this uncertainty, we have to get more creative than usual.
On this week’s episode Jake and I dive into the importance of face time and partnerships when the skies start to darken, and walking the tightrope of selling both near term returns to secure budgets while selling long term returns to maximize TCV…kind of like asking a receiver to go short and long at the same time.
Join us for some shelter from the storm and ideas for weathering it.
Bonus material: When is a cave a preferred living arrangement?