MEDDPICC — A Checklist For Modern Day Selling with David Weiss

Never negotiate before you get to procurement. That's like one of. If I'm going to. If I'm going to make any recommendation to any salespeople out there, don't. If someone says, hey, you guys, we want to keep you in the game, but you need to drop your price 20%, and that's like mid cycle. Just pause there and say, we're going to get there, we're going to get there. But until I understand holistically every single thing that your procurement legal teams are going to ask for, I can't. Let's just not do it. Let's focus on us being the right solution for your business and then let's let them negotiate it. This will save you so much. Anybody who's misquoted by 10 or 20%, inspect all your previous deals. See if you negotiated before you got to procurement. If you did and you stop that and just wait there, you'll make up the 10 to 20% on your annual quota just by changing that one behavior. So right there, like, those are some things to think about.