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FOUR ACTIONABLE TAKEAWAYS
When prioritizing accounts, try to find the low-hanging internal research (CL Opps, Past Conversations), then move to external research (10-K, New Contact)
In weekly 1:1s, do a look back on the past accounts you worked, and a look forward on th ... Show More
Jul 14
#590 - The Complete Discovery Call Playbook (Build It From Scratch)
Most reps trap themselves in the red sea of crappy discovery by stopping at basic operational problems that CFOs refuse to fund. In this episode, Armand and Nick break down their exact playbook, including: 🚀 Flipping the script on your agenda using the Purpose, Plan, and Outcome ... Show More
48m 4s
Sep 2020
Playbook 2: How to be a machine
Every 10th episode, we tear down one topic. This is how to be a machine: you’ll never make the “no time to prospect” excuse again.
FOUR ACTIONABLE TAKEAWAYS
Morning routine: Wake up, make the bed, read, exercise, start on your terms.
Plan your attack: 8-3 are your golden hours, 3 ... Show More
26m 57s
Dec 2020
Playbook 3: Mastering negotiation
Every 10th episode, we tear down one topic. This is how to master negotiation.
FOUR ACTIONABLE TAKEAWAYS
Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
Price is based on internal (timeline, pain points) and external fact ... Show More
28m 23s
