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FOUR ACTIONABLE TAKEAWAYS
Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line.
Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps.
Understand the intent behind your prospect's questions: If you get asked a broad question from a prospect, ask a question about their question to determine what information they are actually seeking.
Keep Power in the loop: Share regular (succinct) status updates with the executive sponsor of your deal. It's your job to keep reiterating WHY their organization is looking to buy your thing.
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Things you can steal
127 (Sell): 6 Ways to Get Coal in Your Stocking from Sales Santa (and what to do instead) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
