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Thanks Stephanie! All 3 tips, I can say from experience hold merit, and I love the 2 questions you touch on for sales coaches/ leaders to ask! I have another thought provoking question for you and the group that I've been tossing around: "Is landing the BIGGER deal really relevant in today's world of SaaS, or should it be more "Get it off the street" and expand?"
In other words, I have been A/B testing and experimenting with my team on deploying a true ASP (Accelerated Sales Process) vs. building the initial ACV (Average Contract Value) and so far I've been seeing an uptick in expansion/ upsell revenue and a decrease in the sales cycle! Share your thoughts!
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