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Episode 50: Selling In with Cissa Dieleman
Episode 5019th April 2022 • Revenue Real Hotline • Amy Hrehovcik
00:00:00 00:51:46

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Topics discussed: 

Cissa Dieleman is a commercial account executive for new business at QuickBase. And she knows all about Selling In. Drawing heavily from Andy Paul’s latest book Sell Without Selling Out, Cissa and I banter all manner of choosing how you sell. For yourself. For your buyers. And for your team.

  • Does selling SaaS require special sales skills one can only acquire while selling SaaS? (03:26)
  • Two types of professions; work producers and work processors (07:44)
  • Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul (14:33) (35:01)
  • Discovery and demo are different things. (23:16) 
  • One opportunity equals one project (27:31)
  • The SDR/AE relationship (33:09)
  • What do you do when your champion is diagnosed with cancer and your sales boss still wants the deal? (41:39)

Resources mentioned: 

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For more Amy Hrehovcik