173: Increase your close rate by working with mobilizers and innovators (and who these people are!)

It takes someone special to buy from an early startup. There are at least 55 reasons why a person and a company shouldn’t take the risk! But many do because they have innovators and mobilizers.

In this episode, learn:

• What are a innovators and mobilizers
• Why do we need them in every deal
• How to test if the people you are working with are either of them
• How to have the conversation early in the sales cycle so you don’t waste time on a deal that will never happen