#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 to Identify Blockers Early in a Sales Process?
Liam: I think taking a stance of positive pessimism in sales is very important. You almost want to try to disqualify deals as early as possible. If they make it through that filter, then they're qualified, right? So you're always trying to go find these landmines before you step on it the last day of the quarter when you've got to deal and commit. Liam: How do you navigate that dynamic of knowing you have the wrong person and finding another person without blowing up your initial POC? Yeah, I'll answer in reverse. One, you should never be single threaded in any account. It doesn't matter if your ASP is 5k or 500k
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