#150 - Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)
30 Minutes to President's Club | No-Nonsense Sales
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How Do You Prioritize Your Prospecting?
Liam O'Brien: You are making a preliminary hypothesis on the reason that somebody would buy your thing or even engage with you in the first place. And my suspicion is that that hypothesis gets weaved into your prospecting. "I basically am creating a hypothesis per company, per use case and per person before I do any outreach," he says. 'It's very organic for me to bring up questions about their business because I've already done all this homework.'
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