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KEY MOMENTS
1:08 1. Stop pitching.
2:12 2. Drop the excitement.                               
3:28 3. Make it about them.                               
4:44 4. Understand their challenges.                     
5:43 5. Know their objectives.                        
6:42 6. Get clear on what accomplishing their goals will actually mean.
7:29 7. Understand their personal motivation.                    
8:29 8. Present only what matters to them.   
9:29 9. Use case studies.                          
10:25 10. Stop overcoming objections.
11:58 11. Never go past 60 seconds.
13:00 12. Focus on the value of your solution.
14:05 13. Keep the presentation short.
14:44 14. Make it a back-and-forth.
15:24 15. Establish next steps.

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