Are you sure we need to grant the quarterly
Posted: Mon Jan 27, 2025 8:58 am
So instead of thinking, I “have” to attend all these planning meetings, think, I “get” to work with some of the most incredible leaders in the industry. Instead of, “I have to do all this recruiting/interviewing”, think, “I get to coach some of the most talented and enthusiastic team members I’ve ever worked with”. Instead of, “I have to travel”, “I get to work and have unique experiences in some of the most awesome cities in North America”.
As bad as your sales problems might seem, I suspect you wouldn’t trade places with someone fighting a disease, dealing with a personal tragedy, protecting their family in a war-torn country, or recoiling after a natural disaster ravaged their community. So, as strange as it might sound, be grateful for your massive quota and the fifty calls your manager expects you to make every day. Not everyone gets to do this.
Lessons in modern selling are woven into so many of our mexico telegram data life experiences. From our highest highs to our lowest lows. Much like the profession itself, my rollercoaster ride to cancer and back was scary and uncertain. But still, I remain grateful for the perspective and lessons it taught me and the people those lessons help bring me closer to. I hope you’re one of them.
It was a couple of days before the end of the quarter. I was a VP back at Salesforce when one of my reps came to me with a request.
“Hey David, I’ve been working with this customer for a while now and I think we can get the deal done by our deadline. We have all the terms ironed out. The only thing is, they’re asking if they can pay quarterly instead of annually. Can we get that approved?”
For context, we technically could, but in SaaS sales, annual payments make a big difference to the bottom line so reps are encouraged (if not incentivized) to position the larger single payment.
“payments?”, I asked.
“Well,” he continued, “I don’t think they’d ask for it if it wasn’t important and it’s the last thing we need to get the deal done.”
As bad as your sales problems might seem, I suspect you wouldn’t trade places with someone fighting a disease, dealing with a personal tragedy, protecting their family in a war-torn country, or recoiling after a natural disaster ravaged their community. So, as strange as it might sound, be grateful for your massive quota and the fifty calls your manager expects you to make every day. Not everyone gets to do this.
Lessons in modern selling are woven into so many of our mexico telegram data life experiences. From our highest highs to our lowest lows. Much like the profession itself, my rollercoaster ride to cancer and back was scary and uncertain. But still, I remain grateful for the perspective and lessons it taught me and the people those lessons help bring me closer to. I hope you’re one of them.
It was a couple of days before the end of the quarter. I was a VP back at Salesforce when one of my reps came to me with a request.
“Hey David, I’ve been working with this customer for a while now and I think we can get the deal done by our deadline. We have all the terms ironed out. The only thing is, they’re asking if they can pay quarterly instead of annually. Can we get that approved?”
For context, we technically could, but in SaaS sales, annual payments make a big difference to the bottom line so reps are encouraged (if not incentivized) to position the larger single payment.
“payments?”, I asked.
“Well,” he continued, “I don’t think they’d ask for it if it wasn’t important and it’s the last thing we need to get the deal done.”