FOUR ACTIONABLE TAKEAWAYS
If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations
Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle
Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them
When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?"
PATH TO PRESIDENT’S CLUB
Account Executive @ Webflow
Account Executive @ SafeGraph
Account Executive @ Procore Technologies
RESOURCES DISCUSSED
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Things you can steal
212 (Sell) Testing Champions and Getting to Power (Maddy Jackson, Webflow) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
