FOUR ACTIONABLE TAKEAWAYS
1.Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally.
2.Prep for your sales calls by understanding lookalike conversations your team has had in the past.
3.Use the lighthouse email to engage someone at the top, mid-deal cycle. Don't just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you're in the right place.
4.Don't say "AI" in your sales call. Instead, focus on the problem they want to solve and what they want to do.