Surf & Sales Bonfire Sessions
The Skills Your Team Needs to Negotiate With Procurement And Reduce Discounting
CEO & Founder of
Navigating the procurement process is much bigger than talking about pricing. Especially as you move upstream to the Enterprise. There are conversations specific to Pricing, Legal, Info Sec.
In this Bonfire Session, you will learn:
- How procurement influences the process
- What to you do when procurement says, "no"
- How to bake in and negotiate discounts
Former SVP/General Manager, Global Business Development at
June 16, 2021 at 10am PT/1pm ET
Founder of The Harris Consulting Group LLC
Richard Harris brings 20+ years of sales and Saas experience to the table in his work as an advisor and consultant. His focus is on a more relaxed conversational selling style that helps people go from strangers to acquaintances to trusted business allies.
The goal of Richard's training is to get people to stop talking about what they do and get them to start talking about the pains they solve. Clients and experiences include: Gainsight, PagerDuty, Zoom, Mashery, Gurtin, TopOpps, LevelEleven, SocialChorus, OutboundEngine, and Spanning.
Richard has been named a Top 25 Inside Sales Professional by the American Association of Inside Sales for the last 3 years. As well as a Top 10 Sales Development Leader as voted by Inside Sales and Sales Hacker.
CEO & Founder of Scott Leese Consulting and Surf & Sales
Scott Leese is a 3x American Association of Inside Sales Professionals Top 25 Award Winner, and one of the top startup sales leaders in the country. Through domestic and international consulting, he has trained an army of salespeople thousands strong.
Leese puts his nearly two decades of sales and leadership experience to use as the CEO & Founder of both Scott Leese Consulting, LLC; and Surf & Sales. A highly sought-after consultant, advisor, leader, and sales trainer, Leese has a proven record of success building and scaling businesses from the ground up.
He lives in Austin, Texas, with his wife, Janet; their two sons, Brayden and Caleb; and the family dogs, Loki and Mia.
Former SVP/General Manager, Global Business Development at American Express
From sole proprietors to some of the largest companies around the world, Lisa has concrete, tangible success in selling, managing, retaining and growing business. Her innate understanding of mindset and motivation, appreciation for continuous learning, and a few skinned knees, have helped Lisa turn incremental sales into transformational growth. Skilled at identifying new business and uncovering additional opportunities within existing business, she helps teams generate quality leads and work those leads into relationships that buy and stay.
With her hands-on style, Lisa has a unique approach to hiring, leading, training, and pushing a sales force over the finish line. She knows how to find and attract top talent and has coached regional, national, and global sales and account management teams, many of them virtually based around the world, to exponential growth in sales. She has developed incentive plans and targets, trained sales personnel to elevate their sales skills, and mentored great individual contributors to become influential leaders.
Relying on her unique abilities to read and work a room and incorporate street smarts into book smarts, Lisa uncovers the special sauce, builds the sales strategy, and executes on it with passion - achieving better business outcomes.
Chief Commercial Officer at Brandcast
Accomplished revenue executive with outstanding performance record. Experience in building and executing go-to-market models for high-growth revenue and achieving aggressive business development goals. Data-driven with a deep understanding of the relationship between messaging, technology platform, partner ecosystem, and the competitive landscape.