Episode 3: Salesforce - Understanding how Salesforce Negotiates

In this episode, we give you insight behind the curtains into how Salesforce Negotiates. ​

Specifically, in this episode you will learn:

• Why your Salesforce rep is intentionally given limited information about the true rates
• How Salesforce structures their sales team
• What the "business desk" is and how you can leverage it to your advantage
• What "Customer for Life" incentives are and how they can reduce your costs
• Why Salesforce treats new and existing accounts so differently
• How Salesforce uses "divide and conquer tactics" to sell more into your account
• Why the Salesforce fiscal year ends January 31st
• Why Salesforce shuffles their product tiers every few years

This episode is packed with incredibly valuable information which will help you understand how Salesforce Negotiates and better prepare you for your upcoming negotiation.


For further reading, read our article on Understanding how Salesforce Negotiates