FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspot
Get product involved in your big deals. Put together win strategy docs for key deals and tag them in the risks where you need their help.
When you're teaching discovery, the beginners can start close-ended, but the veteran ENT reps need to be able to win open-ended.
If you go upmarket, the entire company needs to go upmarket with you