Matt Plank

You might have to go through a whole cycle, whatever. But the reason that the majority of people sign that contract on the 31st, the end of the quarter, whatever, is because you've built a relationship throughout the entire valuation of some like trust. Like they feel they've agreed to do some things and they want to like meet their part.

You might have to go through a whole cycle, whatever. But the reason that the majority of people sign that contract on the 31st, the end of the quarter, whatever, is because you've built a relationship throughout the entire valuation of some like trust. Like they feel they've agreed to do some things and they want to like meet their part.

You might have to go through a whole cycle, whatever. But the reason that the majority of people sign that contract on the 31st, the end of the quarter, whatever, is because you've built a relationship throughout the entire valuation of some like trust. Like they feel they've agreed to do some things and they want to like meet their part.

But without that, then time-based discounts don't work for anybody. And they're actually anti, you know, they're like, they really are counterproductive.

But without that, then time-based discounts don't work for anybody. And they're actually anti, you know, they're like, they really are counterproductive.

But without that, then time-based discounts don't work for anybody. And they're actually anti, you know, they're like, they really are counterproductive.

I'll pick like our, let's call it our middle, mid-market team who's kind of like in the middle. The main thing that you're looking for in a deal review is like salespeople by almost like definition are like optimistic. Oftentimes they get happy ears and they hear things that they want to be true.

I'll pick like our, let's call it our middle, mid-market team who's kind of like in the middle. The main thing that you're looking for in a deal review is like salespeople by almost like definition are like optimistic. Oftentimes they get happy ears and they hear things that they want to be true.

I'll pick like our, let's call it our middle, mid-market team who's kind of like in the middle. The main thing that you're looking for in a deal review is like salespeople by almost like definition are like optimistic. Oftentimes they get happy ears and they hear things that they want to be true.

They might be true, but they don't sometimes ask like the second, third layer question to figure out if it is true. And so for me, deal reviews are all about asking your rep Who are we talking to? Who does that person report to? Were they there when they bought this system? A bunch of questions around who are they talking to? How do these decisions get made? What do they think the timeline is?

They might be true, but they don't sometimes ask like the second, third layer question to figure out if it is true. And so for me, deal reviews are all about asking your rep Who are we talking to? Who does that person report to? Were they there when they bought this system? A bunch of questions around who are they talking to? How do these decisions get made? What do they think the timeline is?

They might be true, but they don't sometimes ask like the second, third layer question to figure out if it is true. And so for me, deal reviews are all about asking your rep Who are we talking to? Who does that person report to? Were they there when they bought this system? A bunch of questions around who are they talking to? How do these decisions get made? What do they think the timeline is?

You're trying to basically poke a hole in this. If you're just sitting there and your rep is like, hey, here's the next step and here's who I'm talking to and it's all good. And you're like, okay, great. Sounds good. Let's go to the next one, which is what a lot of pipeline reviews look like. That's zero helpful.

You're trying to basically poke a hole in this. If you're just sitting there and your rep is like, hey, here's the next step and here's who I'm talking to and it's all good. And you're like, okay, great. Sounds good. Let's go to the next one, which is what a lot of pipeline reviews look like. That's zero helpful.

You're trying to basically poke a hole in this. If you're just sitting there and your rep is like, hey, here's the next step and here's who I'm talking to and it's all good. And you're like, okay, great. Sounds good. Let's go to the next one, which is what a lot of pipeline reviews look like. That's zero helpful.

You got to create a relationship with your rep where you can poke holes at them and they're trying to like prove to you why this is a solid deal and there's no friction there. They're like, hey, this is what my manager shows up to do. How often do we do deal reviews first? I mean, we have pipeline reviews every week at Ripley.

You got to create a relationship with your rep where you can poke holes at them and they're trying to like prove to you why this is a solid deal and there's no friction there. They're like, hey, this is what my manager shows up to do. How often do we do deal reviews first? I mean, we have pipeline reviews every week at Ripley.

You got to create a relationship with your rep where you can poke holes at them and they're trying to like prove to you why this is a solid deal and there's no friction there. They're like, hey, this is what my manager shows up to do. How often do we do deal reviews first? I mean, we have pipeline reviews every week at Ripley.

I mean, generally we're doing pipeline reviews with like, you know, managers and rep in like a one-on-one setting. Usually there are times where we do a pipeline review. They might be with like a manager and their team, but you can't sit around a 40 person segment and do deal reviews, right? Like it won't be, it won't be time effective.

I mean, generally we're doing pipeline reviews with like, you know, managers and rep in like a one-on-one setting. Usually there are times where we do a pipeline review. They might be with like a manager and their team, but you can't sit around a 40 person segment and do deal reviews, right? Like it won't be, it won't be time effective.