In this podcast episode, John Golden from Sales POP Online Sales Magazine and Pipeline CRM interviews Blair Siegler, CEO and founder of Quantico. They discuss the role of negotiation intelligence in B2B sales, focusing on how discounts and concessions affect profitability. Blair shares insights from his time at Meta, emphasizing the importance of a value exchange in negotiations. They explore how Quantico helps sales teams understand the impact of their discounting strategies, using data to improve margins by 3-4%. The conversation also covers the disconnect between sales and the rest of the organization and the power of visualizations in making data actionable for sales teams.
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