“We set up a framework, the four W's. We said there's going to be four wins.”
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Said on The Business Leader Podcast with Sir Richard Harpin
“I just modernized it. Instead of just budget, it's, you know, budget and business case. Authority. It's authority and alignment.”
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth · How to Beat “Do Nothing” in Cyber Sales: Ken Powell
Play from 8:14
8:14
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What was described
modernized the BANT qualification framework to use "budget and business case" and "authority and alignment" instead of the original four letters
Said nearby on the same subject
“I like the idea of frameworks instead of SOPs… having guardrails is better than having to be this every single time… there's always going to be that 10 to 15% unexpected element.”
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Allison Diamond
Filthy Rich Cleaners: The Cleaning Business Podcast ·
“They cancel one two-hour Bob Hope special that they were planning to do on NBC that fall and instead use that budget to place an order… for four episodes.”
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Said on Acquired
“They can sole source now any one of us a contract for any size, regardless of our status of small business, non-small business, as long as we have the qualifications”
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Said on Govcon Giants
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