E30 - Martijn Terpstra : Understanding WHY we WIN and LOSE in Sales

Modern SALES Wisdom - with Henry Kayser

Mar 25, 2024•29 min

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Episode description

In this episode, I sit down with Martijn Terpstra to uncover what truly makes a great salesperson. Martijn believes that exceptional sales skills are a blend of mathematical precision and sales craft. We delve into his strategy of getting to the heart of customer decisions by directly asking why they chose to engage or not, best after the deal is won or lost. He also offers his best advice for anyone in sales. There’s a great conversation about sales which I believe is very timely, so I hope you enjoy listening as much as I enjoyed hosting.

Who is Martijn Terpstra:

Meet Martijn Terpstra, a SaaS sales veteran since 2008, who quickly ascended from a hands-on Account Executive to a strategic VP of Sales and Chief Revenue Officer, leading teams around the globe. Today, as the founder of FRANQ, he's revolutionizing how companies increase their sales wins and customer retention by uncovering the true reasons behind their performance.

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Connect with Martijn:

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Website: www.getfranq.com

LinkedIn: https://www.linkedin.com/in/martijnt/

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Mentioned in this Video:

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1. What makes a great Salesperson

2. Math in Sales

3. Understanding your customer

4. Agility in Adapting to the Market