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FOUR ACTIONABLE TAKEAWAYS
Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation.
Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.
Leverage your own senior leaders to story-tell and pull in the people at power during the demo.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ Pave
Healthcare & Life Science Account Executive @ Carta
Client Strategist @ PwC
RESOURCES DISCUSSED
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Things you can steal
130 (Sell): Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
