Baby upgrade to my larger previously posted deal.
Needless to say I'm gonna milk this one until the end of my days. Had a nice dinner with the CTO the night after to finally get a chance to meet face to face. I brought my CTO along for a little executive alignment and learned a ton.
What was funny was the day after the Head of Content and Head of Marketing were giving us a good little ribbing for the nice dinner (steak, wine, scotch, etc). I decided to enlighten them as to the objective being deeper than just surface rapport (see below).
Lesson for the newer folk - Discovery isn't a first call thing. It's an every call thing. Without more and more Discovery you cease to create value for your clients and risk stagnation and being displaced by competition. You need to prep your mind for dinners just as much or maybe more than your Discos and Demos before they were customers. You NEED to weave in deeper discovery and uncover more opportunity in between the fun conversations. This takes a whole ton of precision and practice, I suggest doing it at home with your loves ones. It's always fun to practice on them and they don't even know hahaha.
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