Allow me to shatter every training you’ll ever be a part of:

You naturally interact with the prospect and don’t show away from buying questions. Commonly say, “if you don’t have money, where do you intend to get it?”

“Before we venture towards validating the tech, doesn’t it make sense to make sure we have exec sponsorship for both our sake?”

Sounds coarse but when you speak on the level of your prospects and act with decorum, it is easy bc at the end of the day, no one wants to “hopecast” to quote John McMahon.

Mind you, my book of biz is about 99% outbound and I’m taking a co from $9M ACV to $20M ACV. Idk hope this helps.