FOUR ACTIONABLE TAKEAWAYS

To learn about what's going on in other parts of your organization, get on the email alias distribution lists.

Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you're never stuck trying to figure out how to get a function to help you with a deal.

To determine the next steps and what's important to a buyer, ask, "Say you're evaluating a few technologies, and they're similar. What are the things that make you pick one over the other?"
When dealing with technical buyers, always under promise so you don't lose credibility.