David Larkin

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Sales leaders love to say, “You need to get higher in this account!” Then they end the zoom and leave you to figure out how. The challenge with “getting higher” is it’s not an easy request for your champion. They risk their reputation when they connect you with an executive. Here’s my three-step framework to […]

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6 Strategies Buyers Use to Negotiate Price

Some buyers are conditioned to try certain tactics to lower your price. Maybe they’ve read about negotiation in books or were trained to use pressuring strategies.

When buyers take this kind of positional and win-lose approach, their goal is generally to gain the most for themselves at the expense of the seller. For example, savvy buyers know that many sellers will be especially vulnerable to manipulation just when a contract is about to be signed. It’s tempting at this point for the seller to give the buyer what they want and lower the price instead of digging deeper to uncover if their concerns are valid, or a bluff.

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What are problems that Saas companies run into?

Opportunity Identification: Do people either need or want “something” that you can develop? How can you manage the risk of proving it? Is there any sales value (subscription or similar revenue) associated with the use of the “something” you can build for them? Can you create monetizable value from other elements of the service delivery?

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