206 (Lead) Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize.

Tuning Your Discount Matrix. Look at your current avg. discount, then make the matrix a bit better. Get a little incremental revenue out of improving discounting.

The multi-Year Deal Grid. Show where a customer’s cost might change as they grow / shrink. But don’t pre-agree to growth.

Speedy Meetings Are Better Meetings. Consider starting all of your meetings at the :05 mark to avoid perpetual call delays and unfocused discussions.


PATH TO PRESIDENT’S CLUB

VP of Sales @ Multiplier

Limited Partner @ GTMfund

Head of Sales, New Products @ Lattice

Director of Sales, Strategic & Corporate @ Lattice


RESOURCES DISCUSSED

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