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Don’t Lead With The Product, Lead To The Product w/ Doug Adamic (CRO, Brex)
The Science of Scaling
How to Navigate the Discovery and Qualification of an Account
An AE should spend a majority of his or her time preparing and getting training, Mark says. The first step is to give the seller a guide on how to navigate the discovery process for an account. "You have to make sure you have your notes and you're scripting in front of you," he adds. 'That's where the money is found'
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