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George
Pastidis
Director People Consulting & Head of Sales Enablement
EY
George Pastidis is a passionate sales trainer, sales coach and sales enablement practitioner and author of the book "90 Short Stories for Better Business" published in 2022. George joined Ericsson in 2013. Based in Paris France, he is the Head of Sales Enablement Programs, leading globally the delivery of sales trainings across the world. In 2020 and 2022 Sales Enablement Collective (SEC) included George among the top 20 more influential sales enablement leaders globally, and in 2021 and 2022, CloudShare had him in the 19 top sales learning leaders who are worth following in the social media. George was recently appointed a member of the International Advisory Board of University of Nicosia Business School and he’s a Fellow Member of Institute of Sales Professionals (ISP). George loves sharing his thoughts and experience through his personal sales blog www.georgetalksales.com.
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28 May 2025 15:00 - 15:30
Negotiation myths shattered: Modern tactics and coaching plays that win bigger deals
Negotiation is often where deals stall, shrink, or die - and most teams are still operating on outdated beliefs. This session busts common negotiation myths and replaces them with modern, customer‑centric tactics you can operationalize through your managers. We’ll focus on how enablement translates these tactics into scalable coaching and deal support. You’ll walk away with: - A short list of myths to kill (e.g., “discounts close deals,” “procurement is the enemy”) and what to do instead. - Practical negotiation frameworks and talk tracks that align with today’s buyers and complex deals. - A coaching playbook for managers to review live negotiations, role‑play effectively, and reinforce best practices at scale.