#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 Qualify for a Champion?
Liam: One of the things that you'll do with the customer is to lay out or almost foreshadow, here's what the buying process looks like. What do you do when the customer says, Hey, that's not how we do things here? Liam: You never want to see the control. But I don't imagine that you totally seed control over to you just go blindly through the rest of these demos without knowing how you're going to end up.
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