Cold outbound? So yesterday.
SPONSPORED
The real edge in GTM today is knowing exactly when your prospects are ready to buy. Intent signals that show who’s in motion, and primed for outreach are how you gain that edge.
Join Michael Saruggia, GTM advisor, and Florin Tatulea, Common Room’s Head of Sales Dev, as they spill the secrets on how to turn intent data into smarter, faster pipeline growth.
You’ll get:
The scoop on ditching cold outbound for inbound-led and news-driven signals
Real-world use cases any revenue pro can put into practice
Case studies on how to actually win with these signals
Sales, Marketing, and RevOps leaders—if you want to stop guessing and start knowing, this one’s for you.
Ready to up your GTM game? Register now with Common Room and get the unfair advantage.
A Tech CEO was caught on video exposing a potential affair.
NEWS TO KNOW
It was at a Coldplay concert during the Kiss Cam.
That was a headline I didn’t have on my bingo card for 2025.
Astronomer’s CEO Andy Byron ducked under a table when the camera went on him.
The worst part?
It was with the Chief People Officer.
📚 – Never be nice. Never be mean.
BEST FROM LAST WEEK
📝 – “So what’s your plan to ramp faster?“
💸 – 5 favorite discovery questions from real transcripts
My 7 Rules for Negotiation
Selling to CRO’s and VPs of Sales makes you get strong at negotiation, fast.
I closed $1.5M at Gong in 2024… giving an extra 10% discount would cost me $150K in revenue.
Shit adds up and I’ve learned deals are rarely just about ‘price.’
My 7 rules for negotiation:
1. Never negotiate before the 1-yard line
If you cave on the pricing during call #1, that is the new bar for pricing moving forward.
Always hold firm on what ‘approved’ pricing is until they are fully ready to move forward, outside of price.
2. Always confirm vendor of choice
Before you entertain negotiating, always confirm that outside of price, your solution is their preferred vendor.
If you are negotiating on price and they aren’t yet set on your solution, you need to go back to value.
3. Don’t use discounting as a crutch
If you did not run strong discovery or build a strong business case, discounting won’t save you.
Get back to value and take a step back when needed.
Slow down, to speed up.
4. Never negotiate over email
There are too many intricacies like confirming vendor of choice and learning what’s most important to them, to try to negotiate over anything other than a live call.
If they truly want to partner with you, they should have no issue jumping on a live call so you can learn what’s most important to them.
5. Never assume pricing is most important
Newsflash – the contract costs your prospect zero dollars. It costs their company money.
Your prospect doesn’t always care about pricing the most. It could be cash flow (billing terms), ensuring it’s a success (extra support, implementation) or anything else.
Run discovery and don’t assume.
6. Always be consultative and work together
You’re thinking about it wrong if you’re trying to squeeze every dollar in a deal.
Be consultative, curious, and learn what would get them excited about starting a partnership.
7. Never negotiate with a non decision maker
Imagine this – you give up 15% on pricing, agree to semi-annual terms, and reduce their term to a 1 year agreement.
Then your champion comes back to you with a list of additional asks the next day.
You’re begging for them to take ‘another bite of the apple’ if you negotiate with anyone other than someone who can sign / authorize.
If this was helpful, check out:
- Show with me + JC Pollard on Negotiation [30 min]
- Jason Bay + Me on Menu of “Gives” and “Gets” [2 min]
Been in Boston and LA the last two weeks for customer on-sites.
Nothing beats getting in front of your customers.
Excited to be back in Chicago for summer 🙂
