30 Minutes to President's Club | No-Nonsense Sales #480 - How Top Sales Leaders OWN Negotiations Without Owning the Deal | Maryana Kessel
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Jul 17, 2025 Maryana Kessel, VP of Sales and Partnerships at Latent and multiple-time President's Club winner, shares her expertise in driving revenue through strategic negotiation. She emphasizes the importance of leading from the front and engaging directly with clients to overcome obstacles. Face-to-face interactions can reveal crucial insights, while forecasting should be based on evidence, not hope. Maryana also advocates for regular pipeline reviews to support sales reps and optimize deal management, ensuring alignment and readiness throughout the sales cycle.
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Support Reps Without Super Reping
- Empower reps to own their deals while leaders support without taking over.
- Intervene only to ask tough questions or steer conversations when things go sideways.
Choose When To Join Deals
- Join early calls to share company vision, mid calls to address tough objections, and late calls for negotiations.
- This staged involvement adds value without overshadowing reps.
Use Weekly Review To Pick Calls
- Weekly, review key upcoming meetings with reps to assess their readiness.
- If reps struggle to answer critical questions, offer to role play or join the call.