161 (Sell): Crafting success with creative deals (Mark Kosoglow, Chief Revenue Office @ Catalyst Software)

FOUR ACTIONABLE TAKEAWAYS

• B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW.
• When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging.
• Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years.
• When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?”

PATH TO PRESIDENT’S CLUB

• Chief Revenue Officer @ Catalyst Software
• Sr. Vice President of Global Sales @ Outreach
• Regional Sales Director @ School Specialty Planning & Student Development
• Sr. Account Management @ Great American Opportunities

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal