#15 - Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
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Four Actionable Takeaways:
- Leverage “I work with many who typically focus on X + Y” to lead the agenda.
- Ask your prospect for their top 2 priorities. If it’s too high level, prime the question.
- Bring people to the business priorities first instead of getting stuck in the process.
- Don’t disqualify an entire company when someone says no. Find another in.
Jake Dunlap’s Path to President’s Club:
- CEO of Skaled
- VP of Sales, Glassdoor
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