The kill criteria are, if you take a first meeting with someone and all they want to talk to you about is price, don't spend any more time on them. This is very important for people like sellers who are naturally very gritty. In the case of not being able to get an executive in the room, they didn't kill right away but it triggered a new action which was offer up executive alignment at the next meeting. We turn that into a pre-commitment which then allows you to manage them much better.

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