#95 - Selling the partnership instead of the widget (Dan Cutler, Head of Sales)

30 Minutes to President's Club | No-Nonsense Sales · Feb 2, 2022 · 30m

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FOUR ACTIONABLE TAKEAWAYS

Strive to get 3/3 criteria before give price: technical validation, budget, power.

Go exec-to-exec when you’re below the line. Never sell alone.

Before you talk at the CXO, start by asking why you’re in the room at all today.

Attach your product to key initiatives surrounding making money or saving money.

PATH TO PRESIDENT’S CLUB

Head of Enterprise Sales @ thepowersthatbe

Former Sr. Director of North America Salse @ Particle

Former Director of Strategic Accounts @ Box

RESOURCES DISCUSSED…