26 min
Capturing Value After the Initial Sale The Audible-Ready Sales Podcast
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- Business
In this episode, we discuss keeping your value top of mind for the client throughout the entire customer engagement process. Joining us once again for today’s conversation is Tim Caito. He covers:
The basics that need to be in place so you can create and capture value after the initial deal.How to stay tethered to the account and multi-thread yourself during the customer success phase.How to approach conversations in implementation and ongoing use to make sure value is top of mind.The importance of a quarterly value review.
Here are some additional resources:
Negotiation Mindset | Ascender CourseMaking QBRs Valuable | PodcastAnchors and Give-Gets | PodcastThe Right Mindset for Sales Negotiations | PodcastShifting the Negotiation Away From Price | PodcastNegotiating Value – Presenting Multiple Options | PodcastHow to Use “Most Likely Alternatives” to Improve Sales Execution | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
In this episode, we discuss keeping your value top of mind for the client throughout the entire customer engagement process. Joining us once again for today’s conversation is Tim Caito. He covers:
The basics that need to be in place so you can create and capture value after the initial deal.How to stay tethered to the account and multi-thread yourself during the customer success phase.How to approach conversations in implementation and ongoing use to make sure value is top of mind.The importance of a quarterly value review.
Here are some additional resources:
Negotiation Mindset | Ascender CourseMaking QBRs Valuable | PodcastAnchors and Give-Gets | PodcastThe Right Mindset for Sales Negotiations | PodcastShifting the Negotiation Away From Price | PodcastNegotiating Value – Presenting Multiple Options | PodcastHow to Use “Most Likely Alternatives” to Improve Sales Execution | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
26 min