The key to properly negotiating with Salesforce is understanding how the organization works. Salesforce has a brilliantly designed sales system that is set up to maximize revenue from every account. Many of the tactics used in its sales process and organization design are borrowed from other big players such as Microsoft, Oracle, SAP, etc.
- How does Salesforce operate?
- Why is your Salesforce rep is intentionally given limited information about the true rates?
- How does Salesforce structure their sales team?
- Why does Salesforce treat new and existing accounts so differently?
- What is the "business desk" and how can you leverage it to your advantage?
- ow can you create your own Salesforce roadmap?
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About the Speaker
Dan Kelly is a global thought leader in advanced negotiation and IT strategic sourcing bringing over 13 years of experience within both public and private sectors. He started his career with the FBI but discovered that being a government employment wasn’t for him as he prefers a pay-for-performance (vs. time-in-grade) compensation model. Immediately after leaving the FBI, Dan supported companies like Cargill, Syngenta and MTS Systems in various leadership positions, including as the Global Head of Indirect Procurement.
In 2015, Dan founded The Negotiator Guru (TNG) with the intent of doing what he loves on a global and remote scale. From Dan’s first client, TNG has been built for IT Executives, by IT Executives. This includes stakeholders ranging from CIOs to CPOs. TNG has expanded into a global organization supporting clients on every continent purely based on the real needs of our client community.
In 2019, Dan launched the State of the CIO podcast as a platform for global IT leaders to discuss the changing role of technology in the business world.
In addition to his executive career in management consulting, Dan serves on several advisory boards and board of directors within the United States and Europe.
Dan received his Bachelor’s Degree (BA) from the University of Denver and Masters of Business Administration (MBA) from St. Leo University.