#145 - 6 Ways to Get Coal in Your Stocking from Sales Santa (and what to do instead)

Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line.

Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps.

Understand the intent behind your prospect's questions: If you get asked a broad question from a prospect, ask a question about their question to determine what information they are actually seeking.

Keep Power in the loop: Share regular (succinct) status updates with the executive sponsor of your deal. It's your job to keep reiterating WHY their organization is looking to buy your thing.