• Research and enter every meeting armed with information about your audience and their business. • Listen and understand deeply each prospect’s challenges and opportunities, and catch every single detail that can be used to advance our case. • Know the product cold, and precisely demonstrate every feature so as to wow the prospect with its breadth and depth. • Prepare and present the strongest possible proposal a prospect might accept. • Create materials as needed to facilitate present and future deals. • Be ready to go 12 rounds defending our terms and the value we provide. • Think creatively to address reservations without giving up value. • Close deals!