This is a 2 part episode breaking down the entire sales process around Merck.  In Part 2, Dan Nieves talks about negotiations/close, making sure Merck gets value out of the software & upselling after proven value #NoFluff

Timestamps:

3:00: Negotiation/closing Merck

6:16: Making sure Merck is using the software, the value they got out of it, and how the results impacted the champion, Caroline.  Great stats and stories to use for your next outreach. 

13:50: Upsell strategy and overcoming challenges/building a business case