Thank you, Rob really appreciate your insights, can you summarise most important parts of winning a 7-figure deal?

• Do the difficult and painstaking preparation - this ensures alignment.

• Know the key ‘personal’ decision drivers of each of the Economic Buyers.

• Have a confident mindset and be an active listener. Understand their business and solve their pressing problems. (Consider the timing and the agenda of your “Economic buyers” - CFO won’t care or engage during financial reporting cycles. Sales Director - won’t engage when finalising a quarter. Get insight into business routines/governance to understand the influence and engagement obstacles of your Economic Buyers.)

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