FOUR ACTIONABLE TAKEAWAYS

Back Pocket Questions - Prepare multiple questions for your sales calls that you can pull out at any time. Use them if you get "stuck" at any point.

Strategic Social Proof - instead of simply namedropping customers, use customer story examples that are relevant to how you'd envision your buyer using your service, ex. Having a similar use case.

Make Discounting "Weird" - When you get hit with a price objection, your response needs to signal concern/confusion. You want to signal that this request is not biz as usual.

Alternative Video Use Cases - Video isn't just for prospecting. Use video for "pre-call context" + "post-call recaps" + "Exec Summaries"