49 (Sell): Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
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Four Actionable Takeaways:
* Send a pre-meeting agenda to set expectations and get feedback.
* Start meetings with three big-picture takeaways you want them to walk away with.
* Ask questions one level up on the value pyramid to drive your convo and next steps.
* Validate your value by speaking to the specific pain point of each person.
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Anthony’s Path to President’s Club:
* VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari
* RVP of Enterprise Sales @ Oracle
RESOURCES DISCUSSED
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