145 (Sell): Getting to power for executive level discovery (Kyle Asay, Regional VP @ MongoDB)

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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

• Join our weekly newsletter
• Things you can steal