- How to write a  value proposition that gets access to the big budgets you need for creating massive customer value and blowing out your quota.

- The key persona that you need to avoid as you engage in your next enterprise opp

- Hint:  His name is Seymour.

0:00 - 0:18 - Finding the unrealized value in your territory: Exec Agenda

0:48 - Gtmhub: Example company research and background

2:09 - 2:45 - Creating Value Proposition from OKRs

3:10 - 🍫🐶3:52 - History of OKRs, V2MOM model, Value Props from V2MOM (Obstacles)

5:02 - 🍫🐶5:06 - How OKRs are built, how to tie externalities to intuiting OKRs

5:50 - Understanding your customer's customer to understand what's happening inside the company 🚁

6:41 - How corporate objectives  guide the department (where you sell), 2020 change in department-level buying process  

7:37 - Mapping the political landscape (Set Priorities, Influence, Inform, Seemores)  

8:36 - Alternative uses of capital: the 2020 change in budgeting priorities, how to adapt  

9:38 - Summary: methods of execs, strategic planning, understand the process for planning and objectives  

10:32 - 2021 Recs: #1 Understand/influence your business' strategy #2 map prospect objectives to your value prop  

11:28 - Closing (🍫🐶)