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How do you help a prospect evolve their thinking about a business process when they have 20 years work experience with the legacy incumbent that they don’t love, but it’s what they know and built their processes around?
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How do you know when to hold the line on pricing and when to lean in and give a discount or concession?
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What ways have you found are successful to win against legacy incumbents as a newer technology that may have some feature gaps?
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What are ways to find or create a champion at a prospect when you have no known connections at the company?
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As budgets tighten, what are ways that I can position my product as a priority and worth keeping within the budget?
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How do you influence an RFP when you hear about it late? Is there a way to still win the opportunity?
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For large enterprise deals that involve multiple stakeholders, what tips do you have to accelerate the prospect’s decision-making?
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