Hall of Fame: Morgan Melo Ep. 130

FOUR ACTIONABLE TAKEAWAYS

Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.

Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. 

Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.

Leverage your own senior leaders to story-tell and pull in the people at power during the demo.


PATH TO PRESIDENT’S CLUB

Enterprise Account Executive @ Pave

Healthcare & Life Science Account Executive @ Carta

Client Strategist @ PwC


RESOURCES DISCUSSED

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