Author: Brian Cuttica
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10-Minute Connect Play
Most AEs know they should multi-thread. Far fewer know how to do it systematically across personas, functions, and seniority levels. That’s why I instituted what we call the 10-Minute Connect Play. It gives AEs a simple, repeatable way to pull discovery forward and start multi-threading before the first real meeting even happens. The Setup Most…
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Navigating a matrixed org as a sales leader
I’m leading a sales team inside a matrixed company. My job is simple to describe and hard to execute: Hit Plan. If I can do that while also contributing more broadly, great. But I learned early in my sales career that, at the end of the day, no one cares about anything I’ve contributed if…