RESOURCES DISCUSSED

FOUR ACTIONABLE TAKEAWAYS

Do not enter a pilot or a POC without setting clear success criteria with your customer.
The way that you should present the success criteria is to figure out what matters to your customer.
Break your accounts and prospects into high-usage and low-usage groups. Coach up your low-usage team, and just ask your high-usage group “How can we get this into the hands of other people.”
Consolidate your bill for people in different departments and consolidate the team for prospects in the same department.

PATH TO PRESIDENT’S CLUB

RESOURCES DISCUSSED

CPP #555 – The Challenges of Scattering Disciples