How a Global Sales Enablement Director Navigated Two Six-Figure Renewals

div]:bg-bg-000/50 [&_pre>div]:border-0.5 [&_pre>div]:border-border-400 [&_.ignore-pre-bg>div]:bg-transparent [&_.standard-markdown_:is(p,blockquote,h1,h2,h3,h4,h5,h6)]:pl-2 [&_.standard-markdown_:is(p,blockquote,ul,ol,h1,h2,h3,h4,h5,h6)]:pr-8 [&_.progressive-markdown_:is(p,blockquote,h1,h2,h3,h4,h5,h6)]:pl-2 [&_.progressive-markdown_:is(p,blockquote,ul,ol,h1,h2,h3,h4,h5,h6)]:pr-8"> _*]:min-w-0 gap-3 standard-markdown"> Becky Abraham is the Global Director of Sales Enablement at Safeguard Global. Within the same renewal cycle, she cut one six-figure tool and expanded another. One vendor panicked and offered a 40% discount nobody asked for. The other showed up three months early, listened to her internal conversations, and painted a vision of what her team could do differently. The discount lost the deal. The vision won the expansion. In this episode, Becky walks us through: Why a 40% unprompted discount devalued the tool instead of saving the renewal How a narrow point solution lost to a broader platform that solved the same problem plus more What the AM who won the expansion did three months before renewal that made all the difference Why she stopped believing ROI numbers and what vendors should show her instead If you sell into sales enablement or manage six-figure renewals, this one's for you. Guest: Becky Abraham, Global Director of Sales Enablement at Safeguard Global Hosts: Jen Allen-Knuth & Drew Giovannoli More research at buyertruths.com We Surveyed 172 Buyers. Now Let Us Help You Win Yours. Research to understand them. Training to close them. Drew Giovannoli | Buried Wins 1:1 buyer interviews that learn from recent wins, lost prospects, and your competitors' customers who never considered you. → buriedwins.com Jen Allen-Knuth | DemandJen Train your sales team to sell the way buyers buy. Workshops and coaching grounded in data. → demandjen.com