52 (Sell): Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)
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**Four Actionable Takeaways: **

• Send a quick video after a big team demo instead of the 17 page deck.

• Mark-up your case study with key takeaways before sending to the prospect.

• Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z.

• Avoid the massive 8 person exec demo and opt to multi-thread instead.

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**Marks’s Path to President’s Club: **

• VP of Sales at Outreach

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