How to Navigate a Massive Enterprise Deal

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FOUR ACTIONABLE TAKEAWAYS

• Preschedule the final executive meeting upfront if you get access to the executive buyer at the beginning of the sales cycle.
• Map out the 10 things you’ll need to do now, to prepare for the big executive meeting.
• Send 1:1 messages to each department lead before the call to find out what is important to them.
• Have your economic buyer pre-sell each executive before going into the big team meeting so that you can position it as the introduction to the implementation phase.

PATH TO PRESIDENT’S CLUB

• Enterprise Sales Director @ Clari
• Commercial Account Representative @ Xactly Corp
• Commercial Account Representative @ MapR Technologies
• Technology Account Representative @ Oracle

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