Hey fam,
We've all been there. That renewal, or new deal, where the product, CS, AM, custom team thinks they know better than sales.
Typically it starts with Sales kicking off the process, leading to imminent glory, and then things come up, teams are looped in, opinions are shared internally, strife between managers and teams accelerate.
Now we're at the point of contract and Sales has been shamed so much internally, we have to give up our process, method, and any leverage, to do what makes everyone happy. The deal might still come in, but we're no longer in the driver's seat. we've lost control and 'Katie' from the custom team is calling the shots internally. Katie's fucked and we're looking at a flat renewal or tiny deal size...
At the beginning, everyone was aligned with our process, but now that's disintegrated, and they think they are owed a deal while we, in sales, know it's now the luck of the draw...ouch...
How do we handle?!?
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