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

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