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Sales leaders love to say, “You need to get higher in this account!” Then they end the zoom and leave you to figure out how. The challenge with “getting higher” is it’s not an easy request for your champion. They risk their reputation when they connect you with an executive. Here’s my three-step framework to

David Larkin Founder of DealCoach was once Head of Business Development at Sage and then served time as VP with Salesforce during which time he won the Peak Performers Prize five years running. He’s good! He knows sales and he wants to share his knowledge using his highly affordable sales tool that has come hugely recommended to TeamGBS from