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FOUR ACTIONABLE TAKEAWAYS
Prepare targeted questions during pre-call prep to validate your research
Repackage information in exec summaries by highlighting solutions and needed resources (don't just regurgitate the champion-level business case)
When an exec is impatient, share your POV and ask for their input
When asking for power, show how their involvement will benefit the project
PATH TO PRESIDENT’S CLUB
Regional VP @ MongoDB
Regional VP of Sales @ Qualtrics
RESOURCES DISCUSSED
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Things you can steal
145 (Sell): Getting to power for executive level discovery (Kyle Asay, Regional VP @ MongoDB) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
