FOUR ACTIONABLE TAKEAWAYS
Start your executive meetings with the top 2-3 priorities, then be quiet and let them explain why they took your call.
At the end of the executive meeting, ask them to sponsor you and make intros to each department lead.
Test pricing throughout the sales cycle with each department lead so that when the big proposal lands, it can be justified.
Not sure if the deal is a waste of time? Ask: is this above or below the line if your budget gets cut?