Half Your Year is Gone

Pride or Regret, Leverage it or retool

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Getting to 2nd Base

Why would someone agree to a discovery meeting?

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How Do We Compare?

2 stories about recent wins

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The 5 Bottlenecks to Growth

Expectations, Time, Who do I call on, What so I say, What needs to happen to gt hired?

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Agenda for 1st Meeting

layout your toolboxes & contrast your approach to getting someone best ROI on the spend

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Discovery Workbook

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Innovative Ways of opening up discussions with potential buyers

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Complicated is hard to execute

so let's make that easy

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Several Qs I would ask a Producer

when he/she returns from an Initial Meeting (and ask a buyer)

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What if the key to Building Your Book

is being a loser

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Why Toolboxes?

Allows us not to solve too early

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Discovery Tools

Scorecard

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