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FOUR ACTIONABLE TAKEAWAYS
Preschedule the final executive meeting upfront if you get access to the executive buyer at the beginning of the sales cycle.
Map out the 10 things you’ll need to do now, to prepare for the big executive meeting.
Send 1:1 messages to each department lead before the call to find out what is important to them.
Have your economic buyer pre-sell each executive before going into the big team meeting so that you can position it as the introduction to the implementation phase.
PATH TO PRESIDENT’S CLUB
Enterprise Sales Director @ Clari
Commercial Account Representative @ Xactly Corp
Commercial Account Representative @ MapR Technologies
Technology Account Representative @ Oracle
RESOURCES DISCUSSED
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Things you can steal
148 (Sell): Sealing the deal with executives (Lynn Powers, Enterprise Sales Director,@ Clari) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
