How to Build a Business Case for an Exec

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FOUR ACTIONABLE TAKEAWAYS

• When prioritizing accounts, try to find the low-hanging internal research (CL Opps, Past Conversations), then move to external research (10-K, New Contact)
• In weekly 1:1s, do a look back on the past accounts you worked, and a look forward on the new ones. Have specific columns for the SDRs to fill in findings from their outreach.
• Look for triggers when you’re refreshing an account to change up messaging (New Person, Customer Move, 10-K, New Messaging)
• Work in 2-hour blocks (2hrs Nike, 2hrs for Adidas). Then use 1:1s to break up the day and refuel.

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