Description

PJ explains how he landed his first mammoth-level deal after running a targeted, education-led nurture campaign. To get it across the finish line, he had to overcome the fact that his internal champion previously worked at their biggest competitor & navigate the complex legal structures of a global company. How did he do it? Well...you'll have to listen to the episode.

PJ's 3 Sales Takeaways (No Spoilers!):

1. Timing is everything. No amount of 'cool features' can make up for a problem you solve not being top-of-mind for the prospect.
2. Don't sell them the farm right away. Focus on what needs to be solved ASAP & allow them to grow as an account later. 
3. Loop in the folks smarter than you in the deal early & often. Stay at the helm, but other team members shine.

PJ Ricketson: https://www.linkedin.com/in/pj-ricketson/

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

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

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