So I am a full cycle AE, and booked a meeting with someone who had already gone through our discovery/demo process with a former AE.
This former AE, from what I can tell, did not do a great job with this prospect.
Clearly there is a reason they booked a second discovery though.
So what is the best way to approach this meeting to uncover true pain, and ultimately give this the best shot to cross the finish line?
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