A short excerpt from a YouTube conversation between Jason M. Lemkin and Brendan about sales cycle optimization and tactics to accelerate deals. The speakers discuss closing pilot deals by a target date (Dec 31), using small asks to secure commitments, discounting, and why some VPs of sales lack urgency—contrasting startup sales practices with those at large companies.
Have we done everything that you want?
Did we do everything.
You needed in the pilot? Yes, Brendan, you did a great job. Is there anything else that I can do for you? No, we're in good shape. Can you do me one favor? Can we just get the deal done on December 31st so that my team can hit their number? They'll do it. If you do.
If someone really does you a favor.
In the world and you ask for one favor back and you're going to buy the product anyway and ask for a small favor, will you do it? Sometimes.
So just by the VP of sales.
Getting better at discounting and shrinking, shrinking.
The sales cycle a little bit, Just a little bit, you're going to see.
A bump in sales, aren't you? Yeah. Yeah.
So if it doesn't happen in a.
Sales cycle, it just never will. Why do you think they're not in a hurry? Meaning, like some of these VP of sales, why don't they have some of that urgency? Because they don't know anything about sales.
Because they worked.
At such big companies.
They didn't do.
Sales the way we.
Do it in startups.
Okay?
