25 min listen
#49 Preparing for Negotiations with Kyle Asay, Regional Vice President, Corporate Sales at MongoDB
#49 Preparing for Negotiations with Kyle Asay, Regional Vice President, Corporate Sales at MongoDB
ratings:
Length:
34 minutes
Released:
Nov 15, 2022
Format:
Podcast episode
Description
The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Kyle Asay to discuss how to prepare, anticipate, and mitigate curveballs ahead of negotiation conversations.
Released:
Nov 15, 2022
Format:
Podcast episode
Titles in the series (100)
#1 The Negotiation: On the first episode of the Winning the Challenger Sale podcast, hosts John Shea and Mike Randazzo talk all about negotiations - one of the aspects of the sales process that sellers are least confident in. Joined by guest Lauren Graves, Challenger's Head of Learning and Design, they discuss 'sizing the pie' versus 'protecting the pie', how Challengers deal with curveballs, and how to handle the anxiety called "torschlusspanik" in advance of the negotiation. by Winning the Challenger Sale