Скачать или смотреть [Level-Up] How to secure access to large budgets in enterprise sales'

Kicking the year off, Matt Cameron explains:
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 (🍫🐶)