How to Mobilize a Champion on a First Call

Charles Pearson: I feel that the way I think about stories is in two ways, three ways. Number one, if I'm an AE, I try to read as many case studies as I can because it makes me more confident in the things that I'm actually saying," he says. "I might ask Kayla, Kayla, before I make any assumptions, who would you say you compete with directly in your space? Everyone likes to share their competitors"