#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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What's One Bad Habit You Think You Need to Break?
Liam Mulcahy: You can start discovery, not with what the person wants to do today, but actually ask them why were they hired in the first place? Nick Lerman: Don't stay single threaded in accounts. He says keep booking meetings with other people on the account until you know you have the right champion who is shopping you around. And lastly, number four, if you're being introduced to power, share the hypothesis that you have, but then introduce a couple of things that only they are uniquely positioned to answer.
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