#139 - Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)
30 Minutes to President's Club | No-Nonsense Sales
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How to Qualify on Every Meeting
When you're reaching out to that initial champion, your PG plan should always be high and wide. Don't ever just go after that mid-level management because it's very hard for them to block you if you're already talking to people above them. Qualify on every meeting. It's nice to have something tangible in the presentation - 10 slides is too many for an EB. I personally like to really show value through three wise slides.
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