Show notes
ACTIONABLE TAKEAWAYS
- Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response.
- Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate.
- At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill.
- It’s okay to sometimes lose a negotiation in favor of getting the deal done.
- Whenever possible, you should opt for a live conversation with your prospects.
- Abandon the belief that activity equals achievement. Instead, recognize that your job exists to accomplish outcomes.
PATH TO PRESIDENT’S CLUB
- Founder @ 30 Minutes to President’s Club
- Sr. Account Executive @ Time by Ping
- Enterprise Account Executive @ SurePoint Technologies
- Account Executive @ Aderant
RESOURCES DISCUSSED
