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Structure of a first call (Plan (Outcome (Demo, POC/Sandbox), Current…
Structure of a first call
First Call
Inbound
Overconfident
Who are you competing against
Who is in the lead
Who will be the technical recommender
Next meeting
Outbound
Mistakes
Too Much (have to hold some back - don't focus on their problem)
No next meeting
Rules
Proposal
Traps
Lockouts
Plan
Outcome
Demo
POC/Sandbox
Current State
Question Design
DMC
Rapport
Commonality
News
Time of year
Context
How did we get to this point
What would we like to accomplish
Curiosity
Interest
URgency
Close
Next Communication Date/Time
Actions