{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2F2e2c77bb-426e-419d-b1ed-b451f2c7a2e2","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"<iframe style=\"width: 100%; height: 200px;\" title=\"93: Josh Guttman - Prospecting to a new VP\" frameborder=\"0\" scrolling=\"no\" allow=\"clipboard-write\" seamless src=\"http://player.captivate.fm/episode/2e2c77bb-426e-419d-b1ed-b451f2c7a2e2\"></iframe>","title":"93: Josh Guttman - Prospecting to a new VP","description":"<p>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.</p> <p>We talk about:</p> <div>Bringing authenticity to every contact</div> <div>The importance of aligning values</div> <div>How core values change and adapt over time</div> <div>When NOT to use someone\u2019s name going over their head, and how to get confirmation you can \u201cAre you comfortable if I use your name?\u201d</div> <div>The importance of fighting the status quo</div> <div>The death of being sales methodology exclusive</div>","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/1522e054-c960-41f9-9bf3-bd244ee9a2b6/b225a04b-d1d0-458d-b286-7b81ba942454.jpg"}