35% Off to "Small companies sell mega deals to corporates"

  • January 14, 2014 · 5:30 PM

35% Off: http://sellingtocorporatesmc.eventbrite.com/?aff=gazillion


Agenda:
Duration: Areas covered: Presenter:
30 mins
(followed by Q&A)
How to structure the deal
Identifying customer champions, sponsors, obstacles and how to deal with each
What to look out for, what can go wrong, what not to do
Steve White -
Head of Channel / ISV / Partner Sales for Success Factors, now an SAP company
Experienced in selling mega deals to corporates as small tech startups
Cofounded NetAcumen, a SaaS analytics company (acquired by Responsys)
Former #1 salesperson at Informatica, selling over $10M to OEM accounts (incl. to Hyperion, Siebel, Oracle, WebMethods)
30+ year career encompassing XonTech (acquired by Northrop Grumman), Sybase, Co-op Software, Sagent, NetAcumen, Informatica, GoldGate Software, and SuccessFactors

30 mins
(followed by Q&A)
Areas covered:
How to even the playing fields (for corporate negotiation)
The psychology behind win-win
How to appear bigger than you are
Objection-handling
Adrian Bray -
Chairman of Assay Advisory and founding partner of Shirlaws UK
Founded and built 9 businesses including tech, consulting, invetment banking.
Retiring from the technology world at age 36 Adrian now works across the world helping businesses achieve enterprise value
Worked across many sectors including the UK Govt's early Internet presence.

Joint Q&A

Join or login to comment.

  • sam

    Is tis event happenning? I am at nestgsv

    January 14, 2014

  • sam

    Hi, Is this happening on Dec 3rd or Jan 14th? Event brite registration now shows Jan 14th but in this meetup it is listed for Dec 3rd.

    December 2, 2013

    • sam

      Thanks for the clarification!

      1 · December 2, 2013

    • Sauraj G.

      EventBrite now shows this to be on Feb 27th

      1 · January 13, 2014

  • David

    Looking for help revolutionizing search.

    January 3, 2014

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