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FOUR ACTIONABLE TAKEAWAYS
Strive to get 3/3 criteria before give price: technical validation, budget, power.
Go exec-to-exec when you’re below the line. Never sell alone.
Before you talk at the CXO, start by asking why you’re in the room at all today.
Attach your product to key initiatives surrounding making money or saving money.
PATH TO PRESIDENT’S CLUB
Head of Enterprise Sales @ thepowersthatbe
Former Sr. Director of North America Salse @ Particle
Former Director of Strategic Accounts @ Box
RESOURCES DISCUSSED
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Things you can steal
85 (Sell): Selling the partnership instead of the widget (Dan Cutler, Head of Sales) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
