Do They Have Any Influence Within Their Organization?

It is important to test the person and see if they actually can help you move your deal forward. Figma director of enterprise sales: Do we have a champion, someone who has influence and authority? The second is do we have an E.B. and not just do we know the person's name, but this is the integrity with MediC piece. And the third is the mutual plan in place that is agreed upon by the customer.

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