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Sep 2023
21m 17s

Club Playbook: Do the opposite (ft. Nick...

Armand Farrokh & Nick Cegelski
About this episode

ACTIONABLE TAKEAWAYS

  • Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response. 
  • Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate.
  • At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill. 
  • It’s okay to sometimes lose a negotiation in favor of getting the deal done.
  • Whenever possible, you should opt for a live conversation with your prospects.
  • Abandon the belief that activity equals achievement. Instead, recognize that your job exists to accomplish outcomes.


PATH TO PRESIDENT’S CLUB

  • Founder @ 30 Minutes to President’s Club
  • Sr. Account Executive @ Time by Ping
  • Enterprise Account Executive @ SurePoint Technologies
  • Account Executive @ Aderant


RESOURCES DISCUSSED

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