FOUR ACTIONABLE TAKEAWAYS
When you’re doing a POC, you should be surveying the users and participants in that POC about their experience.
If you’re working in a fairly technical sale, don’t shy away from answering technical questions with your depth of understanding, but let the customer know that is your depth of understanding.
Use a pre-POC quest ... 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 2025
BCG Presents: The So What from BCG
Who Wants to Be a CEO? The role of the CEO is both powerful and punishing. Christine Barton, BCG’s CEO Advisory lead in North America, explores how to make the job more fulfilling. It starts with clarity of purpose, building the right leadership team, and minimizing activities th ... Show More
24m 57s
<h3>Strategic Targeting</h3> <ol> <li>🎯 Target <strong>high-level executives</strong> like directors, VPs, and CEOs as they are typically <strong>more open to new ideas</strong> and <strong>willing to listen</strong>, despite being harder to reach.<br /> <br /></li> <li>🧠 Creat ... Show More
