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

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