Ryan speaks with Bill Strogis, CRO of Trax Technologies with a wealth of experience in enterprise software sales. Together, they dive deep into the mind of buyers, uncovering the predictable patterns that drive purchasing decisions. Bill shares his unique perspective on the biggest mistakes companies make in sales and provides hyper-tactical advice for growing your business like a VC-backed company without losing your freedom.
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KEY TAKEAWAYS
BEST MOMENTS
I don't want to talk to 50 people in a week when 49 of them can't buy my software, right, or don't have the capacity to."
"Every time you get asked for something, you should ask for something in return. And you've created this dance where you're starting to get really good at negotiating without it being an overt negotiation."
"Buyer behaviour is a fairly predictable thing. Most people go through the same things and they ask themselves the same whys, why should I do this? Why should I do it now? Why you like those things are fairly predictable if you understand them."
"It's hard to get somebody who's not paying attention to pay attention. It's not an easy thing."
Ryan Staley
Founder and CEO
Whale Boss
ryan@whalesellingsystem.com