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John Harrison: How Can You Win at Sales in 2025?
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By Design Advisors에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 By Design Advisors 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.
In this episode of The Way to Value, we sit down with John Harrison—VP of Revenue at KeyMark, Inc, Clemson MBA guest lecturer, and ex–baseball closer—to break down the gates that actually move a deal: real discovery, ROI proof, multi-threading the decision group, and legal review. We also get into the negotiation rules that protect your margin!
What you’ll learn:
- The step-by-step sales gates that create real momentum
- Why a “great demo” ≠ deal (show ROI, map the decision team, get legal involved)
- Challenger + Solution Selling: listen, confirm, then challenge
- The micro-negotiations you’re skipping on the way to procurement
- “Never give without getting” (use yes, if / no, but)
- KPIs that matter: unique meetings & new logos (not just busywork)
- Why uncapped comp (designed right) drives the behavior you want
Links:
🌐 Learn More About Leadership – https://www.bydesignadvisors.com/contact-us
🎧 Subscribe to By Design Podcast for more unfiltered leadership truth bombs
📘 Finding Significance by Marty Osborne – https://www.amazon.com/dp/B0DTQD79BH/?bestFormat=true&k=finding%20significance%20marty%20osborn&ref_=nb_sb_ss_w_scx-ent-pd-bk-d_de_k1_1_12&crid=37ZRISVQPV8P3&sprefix=marty%20osborn
🧠 Take the DISC Assessment – https://profiles.innermetrix.com/VO/b2a2eb33/en
Question: What’s the “stupid comment” that told you a deal was off? Drop it below.
#SalesProcess #ChallengerSale #SolutionSelling #Negotiation #NeverGiveWithoutGetting #SalesLeadership #ClemsonMBA #ByDesignAdvisors #TheWayToValue #B2BSales #Pipeline
32 에피소드
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