Description

Patrick takes us through his favorite deal since moving from sales leadership to individual contribution. Selling into the Fortune 100 equivalent of the multi-family space, he had his work cut out. Over 8 months, he leveraged conference networking, added value in dark periods, & delivered an incredible buying experience.

Featuring the ol' land/expand v. top-down debate, mobilizers, & getting lawyered

Patrick's Sales Tips:

1. Discovery is an ongoing & fluid process. Ask questions before, during, & after meetings.
2. Don't get caught single-threading. Find your mobilizers & champions.
3. Embrace the ghost periods. Continue to provide value until their ready.

Patrick Kennedy: https://www.linkedin.com/in/patrickkennedy-pk/

Taylor Dahlem: https://www.linkedin.com/in/taylordahlem/

Junior Lartey: https://www.linkedin.com/in/juniorlartey/

Check out the How I Deal podcast content hub: https://www.pickleai.com/how-i-deal-podcast

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