#50 Preparing for Negotiations with Caroline Franczia, Founder at Uppercut First


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The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Caroline Franczia to explore how star sellers prepare negotiables and anticipate curve balls ahead of negotiation conversations. In addition, they discuss the similarities and differences between MEDDIC and the Challenger selling method, as well as the roles that early stakeholder engagement, discovery, and salesperson energy have in facilitating a successful sales process.

Caroline founded Uppercut First in 2020, using all the skills she gained through formal study, extensive professional travel, and expatriation. Today, she specializes in revenue architecture for start-ups and scale-ups, supporting anywhere from the C-Suite to marketing to product to sales and enabling companies to understand complex selling and go-to-market strategy. Caroline is a motivational speaker, author of ”Popcorn for the New CEO”—an awarded business book that combines practical advice in snackable and digestible content formats and pop culture—and board advisor for Humanlinker and Metta Spaces. She is also a regular columnist for Maddyness UK.

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Previous guests include: Ian Koniak of Ian Koniak Sales Coaching, Josh Braun of Josh Braun Sales Training, Will Allred of Lavender, Sam McKenna of #samsales Consulting, Ravi Rajani of Ravi Rajani Consulting, Jeff Bajorek of Parabola Consulting, Howard Brown of Revenue.io, Amy Hrehovcik of Revenue Real Hotline and Carl Ferreria of Refine Labs.
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