Uvaro Week 8

We focused on Closing Techniques this week:

An inspiring scene from Glengarry Glen Ross

Great article on Negotiation

Leaders want their sales teams to be self functional

We discussed Sales Methodologies:

Readings:

• Triangle Selling — Course Reader, Chapters 12, 14, 15, 16
• How to give kick-ass product demos (5 min)
• How To Give Product Demos That Sell Using These 5 Tips How to give Product Demonstrations (4 min)
• Jason Reichl, CEO of Go Nimbly, talk about Revenue Operations
• Triangle Selling, Chapters 6–10
• Do you know your Customer? Buying Cycle & Triggers
• Why most sales closing techniques fail in B2B Sales
• How to Negotiate B2B Pricing and Close a Deal Like a Pro
• Making the Consensus Sale
• The New Rules of Building Consensus
• Negotiation Tactics