#127 - Uncovering the buying process with your customer (Marisa Sarabia, Principal Account Executive @ Dialpad)
30 Minutes to President's Club | No-Nonsense Sales
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Selling With Partners
Morisa, you talk about digging into the buying process early on and then from there, you're essentially mapping out all these steps. How are you keeping track of all these steps? Or using a jep? Are you using a map? And i guess, how are you keeping this long sail cycle on track so it doesn't wander for six months? Yes. A lot of times, like an most calls, i'll haveit a deck of the agenda. I'll have some slides f your going through specific features, or like p o c success criteria. Here's where we are in our mutual action plan. Here are the steps that we still need to complete after the call takes
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