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FOUR ACTIONABLE TAKEAWAYS
Challenge your prospect on fit early and often to test buy-in.
Set landmines for competitors during the requirement gathering phase.
Require an exec level bridge with your CEO instead of spending hours in an RFP.
Use carrots to drive close when internal compelling events are lacking.
PATH TO PRESIDENT’S CLUB
Enterprise Sales Leader @ Monte Carlo
Former Enterprise Sales @ Segment (acquired by Twilio)
Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase)
RESOURCES DISCUSSED
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Things you can steal
100 (Sell): Challenging your customer to ensure the best mutual fit (Stephen Guerguy, Enterprise Sales Leader @ Monte Carlo) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
