ACTIONABLE TAKEAWAYS:
Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction
Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal.
Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly.
Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers.
SAM'S PATH TO PRESIDENTS CLUB:
CEO @ Sam Sales
Head of Enterprise Sales @ LinkedIn
Vice President North America Sales @ ON24
RESOURCES DISCUSSED:
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Things you can steal
Master Parallel Selling Strategies to Speed Up Every Deal | Samantha McKenna | 30MPC Hall of Fame | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
