#144 - Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)

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FOUR ACTIONABLE TAKEAWAYS

3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams.
In a team demo, use Slack/text for live internal communication and strategy.
Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities.
Use PoCs to create urgency. Start them on a trial but ask for a legitimate commitment if they want to extend their usage.

PATH TO PRESIDENT’S CLUB

RESOURCES DISCUSSED

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Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams.
In a team demo, use Slack/text for live internal communication and strategy.
Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities.
Use PoCs to create urgency. Start them on a trial but ask for a legitimate commitment if they want to extend their usage.

PATH TO PRESIDENT’S CLUB

RESOURCES DISCUSSED

2022-12-14 33 min

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