42 (Sell): Removing the friction from your sales cycle (Todd Caponi, Sales Melon)

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Four Actionable Takeaways:

• Remove all the bs from the journey
• Get price out early, and use it to disqualify
• Acknowledge your competitors’ strengths + highlight where your features match needs
• Keep negotiation simple by anchoring pricing and trading value for dollars

Todd’s Path to President’s Club:

• Founder of Sales Melon
• Author of The Transparency Sale
• Former sales leader @ ExactTarge/SalesForce
• Former VP of Worldwide Sales & Field Operations @ SAP

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