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FOUR ACTIONABLE TAKEAWAYS
Don’t just set the next steps. Set the next next steps.
2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront.
In the 3rd meeting, lead with top 3 themes you’ve heard, then ask “what do you think?” before jumping into demo.
In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket.
RESOURCES DISCUSSED
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Things you can steal
102 (Sell): Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
