#112 - Challenging your customer to ensure the best mutual fit (Stephen Guerguy, Enterprise Sales Leader @ Monte Carlo)
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FOUR ACTIONABLE TAKEAWAYS
- Challenge your prospect on fit early and often to test buy-in.
- Set landmines for competitors during the requirement gathering phase.
- Require an exec level bridge with your CEO instead of spending hours in an RFP.
- Use carrots to drive close when internal compelling events are lacking.
PATH TO PRESIDENT’S CLUB
- Enterprise Sales Leader @ Monte Carlo
- Former Enterprise Sales @ Segment (acquired by Twilio)
- Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase)
RESOURCES DISCUSSED
More description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
FOUR ACTIONABLE TAKEAWAYS
- Challenge your prospect on fit early and often to test buy-in.
- Set landmines for competitors during the requirement gathering phase.
- Require an exec level bridge with your CEO instead of spending hours in an RFP.
- Use carrots to drive close when internal compelling events are lacking.
PATH TO PRESIDENT’S CLUB
- Enterprise Sales Leader @ Monte Carlo
- Former Enterprise Sales @ Segment (acquired by Twilio)
- Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase)
RESOURCES DISCUSSED
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