Sep 29, 2026 · 34 min · 10 segments
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Alice ShikinaHost
And I'd love for you to just sort of begin with what are some of the challenges when it comes to B2B sales negotiations.
I think it's always their procurement because normally we reach out and I would say that 50% of our deals we generate through cold outreach.
So that means that we reach out specifically to people we know they have pain or we know that they have some issues with the topic that we solve.
So it's easy to control who you reach out to, right? So when we contact these people, we already know they have a problem.
But then because Calderly and previous companies I worked with, they also solve security problems.
So for us, it's very important to make it easier to pass internally for sharing information we share with the champion, with the first person we contact to make it easier for them to pass it through within the company.
that always seems to be a problem, right? Gatekeeping is what we call it, where you're reaching out to someone.
They're not even the person you want to talk to, but they are the person who is basically preventing you from reaching whoever you need to talk with in order to negotiate.
So what are some tips that you can talk about regarding getting past the gatekeepers?
So on every level of negotiation, you have somebody with specific pains, right? If it's a gatekeeper, they have their KPIs.
In this case, we're talking about account executives who have quarterly goals or they have some targets to reach.
And when we reach out to them, we specifically aim for those problems they may have, because if they do, and we know that prior to the outreach, if they do some cold outreach and they cannot hit their quota, we can help them fix that rate.
And that's what gets us a high response rate because they're they're ultimately curious how they can solve that uh and then after the first call uh during the first call normally they point the right direction so you have to talk to our head of gtm head of uh marketing head of sales whichever the right direction within their organization
And I'd love for you to just sort of begin with what are some of the challenges when it comes to B2B sales negotiations.
I think it's always their procurement because normally we reach out and I would say that 50% of our deals we generate through cold outreach.
So that means that we reach out specifically to people we know they have pain or we know that they have some issues with the topic that we solve.
So it's easy to control who you reach out to, right? So when we contact these people, we already know they have a problem.
But then because Calderly and previous companies I worked with, they also solve security problems.
So for us, it's very important to make it easier to pass internally for sharing information we share with the champion, with the first person we contact to make it easier for them to pass it through within the company.
that always seems to be a problem, right? Gatekeeping is what we call it, where you're reaching out to someone.
They're not even the person you want to talk to, but they are the person who is basically preventing you from reaching whoever you need to talk with in order to negotiate.
So what are some tips that you can talk about regarding getting past the gatekeepers?
So on every level of negotiation, you have somebody with specific pains, right? If it's a gatekeeper, they have their KPIs.
In this case, we're talking about account executives who have quarterly goals or they have some targets to reach.
And when we reach out to them, we specifically aim for those problems they may have, because if they do, and we know that prior to the outreach, if they do some cold outreach and they cannot hit their quota, we can help them fix that rate.
And that's what gets us a high response rate because they're they're ultimately curious how they can solve that uh and then after the first call uh during the first call normally they point the right direction so you have to talk to our head of gtm head of uh marketing head of sales whichever the right direction within their organization
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