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When you’re pitching, make sure you look at and talk to everyone on the prospect’s side of the table. Don’t fall into the trap of just connecting with the CEO. You never know who will make the decision or how other people on the client’s team will influence that decision. Some feedback I get from prospects when pitches go bad is that the pitch team only focused on the one in charge causing others to feel slighted.
Make a good impression with everyone involved with the prospect.
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