In this episode Nick Cegelski and Armand Farrokh sat down and had a discussion with D'Arcy Doyle
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
1.Run weekly team deal reviews where the entire team finds the blindspots in a deal.
2.Make those deal reviews positive and fun - it's us versus the deal, not us vs the rep.

3.Use the benign reachout early in your sales cycle by having your CEO send a note to their CEO offering their early support in the evaluation.
4.Get beyond just doing demos. If you talk about features you'll be relegated to the folks who want to talk about that (a CFO doesn't care).