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Hi, everyone. I'm Adam Hi everyone, I'm Adam.

So in the next 20 minutes, I'm going to just talk to you about three things.

One is some mistakes to avoid that I've seen consistently that kill sales deals and AEs make

them all the time, even the best AEs make them.

The other is to nail your ICP and how important really understanding who your ideal customer is.

If you don't understand that, you're not going to scale sales.

And then finally, some kind of tactics and processes I've implemented to win complex deals.

So a bit about me, I'm a three-time software founder. I've generated 20 million

of ARR across my three companies. I'm currently building DealPad, which helps sales teams generate

revenue. And I've also been a sales leader at Salesforce, Intuit, and three kind of 60, 70 million

ARR SaaS companies.

And across that period of time, about 20 years, I'm actually quite old, I know you wouldn't

really know it, but I've built a process to help my sales teams win more of the deals

they're working on.

...