212 (Sell) Testing Champions and Getting to Power

FOUR ACTIONABLE TAKEAWAYS

• If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations
• Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle
• Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them
• When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?"

PATH TO PRESIDENT’S CLUB

• Account Executive @ Webflow
• Account Executive @ SafeGraph
• Account Executive @ Procore Technologies

RESOURCES DISCUSSED

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