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)