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:
- Andy Paul
- Sell Without Selling Out: A Guide to Success on Your Own Terms
- Episode 4: Jeff Bajorek Does Discovery (22:48)
- Naked Sales by Ashley Welch (26:02)
- Mural (26:02)
- Episode 3: Dae Kang Cracks the SDR Talent Code
- How Salesy Are You Quiz
For more Cissa Dieleman:
- @CissaGoneAstray
For more Amy Hrehovcik:
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