Jeetu Mahtani

You and your team are together. You're a prospect and you are together. And if you're together, you should be comfortable challenging each other because you want each other to win at the end of the day.

Yeah, I hate that. I hate that. And I do not like discounting. I do not like to lead with discounting. And it is a disservice to the customer and to the company and to you as a rep to lead with discounting. There is a place for discounting, but it should not be so prominent in your sales process unless you have gotten to a point where clearly there's a need.

Yeah, I hate that. I hate that. And I do not like discounting. I do not like to lead with discounting. And it is a disservice to the customer and to the company and to you as a rep to lead with discounting. There is a place for discounting, but it should not be so prominent in your sales process unless you have gotten to a point where clearly there's a need.

Yeah, I hate that. I hate that. And I do not like discounting. I do not like to lead with discounting. And it is a disservice to the customer and to the company and to you as a rep to lead with discounting. There is a place for discounting, but it should not be so prominent in your sales process unless you have gotten to a point where clearly there's a need.

They need to solve that need, but they have a gap in their budget and you structure the discount to help them get maybe the first year, but the discount goes away in the second year. Maybe other sales leaders believe in discounting, but I am very opposed to discounting.

They need to solve that need, but they have a gap in their budget and you structure the discount to help them get maybe the first year, but the discount goes away in the second year. Maybe other sales leaders believe in discounting, but I am very opposed to discounting.

They need to solve that need, but they have a gap in their budget and you structure the discount to help them get maybe the first year, but the discount goes away in the second year. Maybe other sales leaders believe in discounting, but I am very opposed to discounting.

I don't believe in it. And I just think you are mixing too many variables when your focus should be on What does the customer really need? What is their pain? Connect their pain to a solution. Why are you diluting your value as a sales rep by throwing in testimonials and discounting? And again, you can get to a discount down the road if you do need it to close a gap in budget.

I don't believe in it. And I just think you are mixing too many variables when your focus should be on What does the customer really need? What is their pain? Connect their pain to a solution. Why are you diluting your value as a sales rep by throwing in testimonials and discounting? And again, you can get to a discount down the road if you do need it to close a gap in budget.

I don't believe in it. And I just think you are mixing too many variables when your focus should be on What does the customer really need? What is their pain? Connect their pain to a solution. Why are you diluting your value as a sales rep by throwing in testimonials and discounting? And again, you can get to a discount down the road if you do need it to close a gap in budget.

But don't play games is the way I think about it. If your buyers don't value you as an advisor and value the solution you're recommending through a fairly exhaustive sales process, then I would question whether that buyer is a good fit customer and whether they will do everything they need to do to succeed with your platform.

But don't play games is the way I think about it. If your buyers don't value you as an advisor and value the solution you're recommending through a fairly exhaustive sales process, then I would question whether that buyer is a good fit customer and whether they will do everything they need to do to succeed with your platform.

But don't play games is the way I think about it. If your buyers don't value you as an advisor and value the solution you're recommending through a fairly exhaustive sales process, then I would question whether that buyer is a good fit customer and whether they will do everything they need to do to succeed with your platform.

I believe sales experience is overrated. When you are a highly tenured rep, I think some people believe that. It should be weighted the most when hiring a sales rep. I don't think that is true. There are other characteristics that I would weigh over sales experience.

I believe sales experience is overrated. When you are a highly tenured rep, I think some people believe that. It should be weighted the most when hiring a sales rep. I don't think that is true. There are other characteristics that I would weigh over sales experience.

I believe sales experience is overrated. When you are a highly tenured rep, I think some people believe that. It should be weighted the most when hiring a sales rep. I don't think that is true. There are other characteristics that I would weigh over sales experience.

Well, I told you that it was like we brought five expats. We hired five in Dublin. We were sitting in an office that had a little wall kind of like in the center, Harry. And culture is really important to me. And I was like, we need to make sure everyone's learning from each other. It's an open layout. So I called Ken Papa, our facilities guy. And he was like, what do you want me to do?

Well, I told you that it was like we brought five expats. We hired five in Dublin. We were sitting in an office that had a little wall kind of like in the center, Harry. And culture is really important to me. And I was like, we need to make sure everyone's learning from each other. It's an open layout. So I called Ken Papa, our facilities guy. And he was like, what do you want me to do?

Well, I told you that it was like we brought five expats. We hired five in Dublin. We were sitting in an office that had a little wall kind of like in the center, Harry. And culture is really important to me. And I was like, we need to make sure everyone's learning from each other. It's an open layout. So I called Ken Papa, our facilities guy. And he was like, what do you want me to do?

I was like, can you bring the wall down? So he sent someone with a drill and the guy's like drilling the wall. And I have a picture of all of us with yellow hats on calls while this person behind us is like drilling on walls. So that's maybe I think why you were asked to bring up that question.