This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. The upfront contract is a tricky thing as many sellers end up asking for too much when they haven't provided the prospect any value yet. Charles shares the ways you can deliver it so that the prospect feels comfortable enough to tell you no. HIGHLIGHT QUOTES The upfront contract gives your prospect an out from the conversation - Charles: "There are really kind of one of two outcomes from this conversation. Either one, you say, Charles, this conversation was garbage, totally useless, not interested, thanks but no thanks. Or it's compelling enough to talk further and see whether or not there could be something here." You can find out more about Charles in the links below: LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/ Website: https://www.cbinsights.com/ Live Better. Sell Better. is sponsored by our proud partner: Vidyard | vidyard.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com
This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. The upfront contract is a tricky thing as many sellers end up asking for too much when they haven't provided the prospect any value yet. Charles shares the ways you can deliver it so that the prospect feels comfortable enough to tell you no.
HIGHLIGHT QUOTES
The upfront contract gives your prospect an out from the conversation - Charles: "There are really kind of one of two outcomes from this conversation. Either one, you say, Charles, this conversation was garbage, totally useless, not interested, thanks but no thanks. Or it's compelling enough to talk further and see whether or not there could be something here."
You can find out more about Charles in the links below:
Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com
Chili Piper | chilipiper.com
Rocket Reach | rocketreach.co
Orum | orum.com
Clari | clari.com