In an industry full of people claiming to be “sales guru’s”, Jacco vanderKooij is the real deal. He is the founder of Winning By Design, author of Blueprints for a SaaS Sales Organisation and on today’s show Jacco is explaining why we need to stop negotiating and start trading to win the respect and business from high value accounts.
What you will learn in this episode:
In this episode Jacco shares –
- Why B2B sales has changed and why you need to change with it
- How to implement a trading methodology with customers rather than a all or nothing approach
- The importance of understanding where the SAAS model has come from (even if you don’t sell a SAAS product…)
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