Too often we think of selling and negotiating as two separate ends of a timeline. In truth, they exist together on a spectrum. Every moment of selling involves some amount of negotiating. Therefore, every conversation places another brick in the road toward closing a sale.
A few weeks back I made this short rant on Linkedin which was sparked by a ton of proven, enterprise sales comrades I’ve talked to or known through the years who were miserable with their sales roles at their startup and want OUT.