“The undefeated heavyweight champion of the world is do nothing… continue to allocate resources towards the things that are getting us the highest return.”
♫
Said on The Game with Alex Hormozi
“The most important part of that is what we call ICE… no pay, no champ, right? And no champ, no deal.”
Charlotte Delafosse · Inside The Pipeline: B2B Sales and GTM · 21. Charlotte Delafosse, Regional Sales Director at Navan - From Four Seasons Hotels to Tech Sales, Cold Calling by Persona, and Why AI Won't Replace the Room
Play from 8:48
8:48
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What was described
Use MEDDPICC with a focus on ICE (Identified Pay, Champion, EB) to assess deals continuously
Said nearby on the same subject
“Agencies are required to submit their data maturity assessments to us… we can use that then to identify where we can provide the most targeted support first”
NC
Neil Cook
CDO Magazine Podcast Series ·
“So basically I asked them to shift their focus, right? So shift the focus to what can you do with this information that's presented to you? Does it, does it make sense? Does it add up? Can you put it together to assess an overall picture?”
KI
Katrina Imsland
Underwriting Evolved: A DUO Podcast ·
“If it's not going to advance the deal, if it's not going to be more of a champion, why are you doing it?”
♫
Said on Inside The Pipeline: B2B Sales and GTM
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