93: Josh Guttman - Prospecting to a new VP
Josh Guttman went through my training over 10 years ago as an SDR. Now as a VP, he's getting prospected using the same tactics he learned over a decade ago.
We talk about:
Bringing authenticity to every contact
The importance of aligning values
How core values change and adapt over time
When NOT to use someone’s name going over their head, and how to get confirmation you can “Are you comfortable if I use your name?”
The importance of fighting the status quo
The death of being sales methodology exclusive
