93: Josh Guttman - Prospecting to a new VP

Josh Guttman went through my training over 10 years ago as an SDR. Now as a VP, he's getting prospected using the same tactics he learned over a decade ago. We talk about: Bringing authenticity to every contact The importance of aligning values How core values change and adapt over time When NOT to use someone’s name going over their head, and how to get confirmation you can “Are you comfortable if I use your name?” The importance of fighting the status quo The death of being sales methodology exclusive