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
Things you can steal
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