In this episode of The Way to Value, we sit down with John Harrison—VP of Revenue at KeyMark, Inc, Clemson MBA guest lecturer, and ex–baseball closer—to break down the gates that actually move a deal: real discovery, ROI proof, multi-threading the decision group, and legal review. We also get into the negotiation rules that protect your margin!

What you’ll learn:

- The step-by-step sales gates that create real momentum

- Why a “great demo” ≠ deal (show ROI, map the decision team, get legal involved)

- Challenger + Solution Selling: listen, confirm, then challenge

- The micro-negotiations you’re skipping on the way to procurement

- “Never give without getting” (use yes, if / no, but)

- KPIs that matter: unique meetings & new logos (not just busywork)

- Why uncapped comp (designed right) drives the behavior you want

Links:

🌐 Learn More About Leadership – https://www.bydesignadvisors.com/contact-us

🎧 Subscribe to By Design Podcast for more unfiltered leadership truth bombs

📘 Finding Significance by Marty Osborne – https://www.amazon.com/dp/B0DTQD79BH/?bestFormat=true&k=finding%20significance%20marty%20osborn&ref_=nb_sb_ss_w_scx-ent-pd-bk-d_de_k1_1_12&crid=37ZRISVQPV8P3&sprefix=marty%20osborn

🧠 Take the DISC Assessment – https://profiles.innermetrix.com/VO/b2a2eb33/en

Question: What’s the “stupid comment” that told you a deal was off? Drop it below.

#SalesProcess #ChallengerSale #SolutionSelling #Negotiation #NeverGiveWithoutGetting #SalesLeadership #ClemsonMBA #ByDesignAdvisors #TheWayToValue #B2BSales #Pipeline